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Did you know that the average sale happens after the fifth follow-up?
Study after study shows that statistic.
And did you know that the average sales professional actually follows up or stops following up after the first time? And the reason being is people don’t like to be rejected.
And maybe that one follow-up, the customer wasn’t ready to buy.
They simply give up, they simply stop following up, or even better they don’t have a plan or a strategy to do the proper followup.
So in this video, I’m going to share with you how to do that. There are three things you can do to help you get the right follow-up with your clients. And all of them depend on this one thing.
And that one thing is …?
Do you like someone to follow up with you, and you actually do not like that person who’s following up with you?
Again, the follow-up has to do a lot with who you are and what value you’ve been able to add into your customer’s first meetings.
So that makes them like you trust you and want to continue conversations with you. So if this is established, the following are the three things that you can do to help you have the proper follow-up with your customers.
First thing we want to do is do not follow up to sell, rather follow up to help. And I’ll give you an example, in a year, I had a financial advisor sits with me and go through my finances and propose certain plans.
Now I’m currently dealing with another financial advisor I currently have, let’s say my certain, certain things in place.
Yet he realized that maybe I wasn’t ready to make that jump or to maybe open new accounts with him.
But the best thing about him, about this guy I love about him, is actually he continues to add value to me by sending me articles, sending me video testimonials, and even third-party articles.
Or I would say testimonials and even awards that his company has one of how they have been credible in achieving their customer goals.
Second thing that you can do is interact with customers, in a non business environment. So for example, I deal with many customers, many executives, CEOs, and managing directors. And a lot of time there are many different things that influence the buying decision.
I have access to sometimes seminars that I personally conduct, or I have access to seminars that I participate in through some of my partners in here.
And I utilize my network to add value to my clients, and by inviting them, for example, to some networking events, to some seminars where international speakers are coming in to add value.
And I get to go to these events and I get to network and I get to build a relationship with the customers other than just a relationship that is a business relationship.
So I am there to sell them rather I’m there to help them add value to their personal and professional growth.
Third thing that you want to make sure that you do is, a lot of the time when you’re adding value, but you’re interacting with people.
You get them to tell you: Look, I’m out of the country I’m coming back in a certain, on a certain date give me a call then, you know, I’m busy right now, et cetera, et cetera.
So the third thing you want to do is be on the lookout for these little cues. And make sure to do the proper follow-up that will allow you to get the conversation going where it adds value to them, and it helps you bring the deal forth.
So, if you are not utilizing all these strategies. You actually could be missing out on building your credibility, building your trust, and connecting with customers other than just to make a sale.
Now, you know what today, in today’s economy. People are more likely to do business with people they like and they trust.
And are you actually tapping into the network of your clients? Are you encouraging them to, or are you giving them enough, I would say good experiences that they’ll be talking about you, whether directly or indirectly within their business environments.
If you do that, then you’ll be on your way to converting, more converting faster and converting profitably.
Until next time, this has been Ramez Helou, founder and keynote speaker of The Academy For Sales Excellence.
Where I simply speak at events and conferences to inspire, educate, and motivate your teams to achieve their goals.