WHY FOLLOW UP?
It's a known fact that sales people who consistently follow up generate higher sales than their colleagues who don't. However, mastering the art of following up is challenging.
We have all encountered prospects who expressed interest in our product, service or offering. But after that initial conversation that person has gone AWOL. We leave a few voice mail messages and send a couple of emails but get no response.
We don't want to be perceived as a pest so we give up and move on to other opportunities, but did you know that according to the Harvard Business Review selling to a new client cost five to 25 times more than to an existing client.
A sound sales follow-up strategy is a great way to boost your revenues by selling more to existing clients and by getting referrals from new ones.
According to Harvard Business Review, the biggest complaint that customers have when dealing with any business is poor follow up. 56% complain that they need to re-explain their issue when calling back. 62% report having to repeatedly contact the company to get their issues resolved.
As a result, 65% are likely to speak poorly about the company and 48% of customers go on to tell 10 or more people about their bad experience.
So how should you go about following up?
- Send a Note to Say Thank You
Some companies send emails. Others say it with a card they enclose with the invoice. Whatever your method, it’s important to say thanks after making a sale as part of making it a good experience for your client.
- Check In
It’s a good strategy to call clients a week or two after the sale and find out how everything is going. The customer’s time is precious so avoid trying to make a sale at this stage. Instead, listen to your customer’s needs and opinions, and try to resolve any issue they might have.
- Keep the Lines of Communication Open
Ask your clients for permission to communicate with them. Then send helpful information and advice based on their needs and interests.
- Think Second Sale
Talking to existing clients who already bought might seem like a waste of time, but it is the key to future sales. Regular contact will help you understand their needs, give you ideas about product improvements and set the stage to offer a complementary product.
- Ask for Referrals
Happy customers will refer you other customers. When a recommendation comes from someone who has already used your services, it has an extra layer of credibility and trust.
Too busy to do one or all of these? Then, delegate to a Real Estate Virtual Assistant! Summit VA Solutions provides College Educated, Background, DISC Tested Virtual Assistants who are given 160 hours of extensive Real Estate training. Each Virtual Assistant is determined to make sure that you and your business generate more leads, more sales and more growth as the months pass by.
Interested? Give us a call at (877) 561-2778 or email us via firstname.lastname@example.org to know more of our services and how we can help you improve on the way you work!
About the writer: Shaura Cuyan writes about all the hottest Real Estate trends and predictions for Summit VA Solutions! She has previously written for a number of freelancing gigs and writes her own blog on lifestyle and current issues. She is a Graduate of Bachelor of Arts in Communication, taking up her Masters in Development Communication.