Deadly Business Mistake- Not Following Up with Your Customers
This requires much more work than simply dropping stuff in the mail and going back to watch TV.
Better yet, with the modern technology,you don't even need to manually write letters. Simply send an email,or use widely available software to fully automate the process of sending a follow up email/newsletter.
But then,there are still many who fail in this important aspect of business.
Why don't they follow up? There are several reasons.
For one reason, they don't want to appear pushy. It may be true that following up too frequently will construe as being overly aggressive.
However, very few people ever come close to crossing this line. More often than not , a salesperson was aggressive more because of his/her tone, rather than the fact that he/she actually followed up.
As a business owner, it is your responsibility to follow up with your customers until you know for sure if they want to do business with you.
Steps to a Successful Follow Up
However, there is also the possibility that you make too many calls in a short period of time. A weekly call is reasonable enough to keep in touch, providing you ensure your call is brief and precise. The intelligent business owner will provide additional value during the call. This may give customers a reason to choose them instead of a competitor.
At times, it is easy to assume that your customers will contact you - this is one of the most common myths entrepreneurs fall prey to. They think that if they do an excellent job, the customer will automatically call back - so there's no need to follow-up. Unfortunately, you cannot rely on this if you want to achieve your sales goals.
Many people have never received formal sales training and have not learned why they should follow up and how to make it happen. This is relatively easy to remedy. Start by asking or telling your prospect that you will follow-up on a specific day or time. Tell them how you will follow up (telephone, email, in person) and record this in your time management system.
Follow up should also be completed after the sale is completed. A quick telephone call after your product or service has been delivered confirms their decision to buy from you.
How to Go The Extra Mile for Your Valued Customer
Make an effort to send every client a handwritten thank-you card for every sale confirmed. The most successful salespeople in the world often adopt this "little-known" approach that works everytime,anytime.
The bottom line : You can easily differentiate yourself from your competition by making the effort to follow up with your customers and customers. Don't take it for granted that they will call you. Be proactive and contact them.
Suppose no one can help you with any of these follow ups? Well, it's up to you to roll up your sleeves and just do it yourself.
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