When to Follow Up a Sale

In today’s market, more and more professional salespeople are practicing aggressive, thorough follow-up methods that even a few years ago would have been considered unnecessary on some of their marginal inquiries. Very successful sales professionals use the follow-up as an important part of their regular selling routine.

Five Follow Up Scenarios

Firstly the golden rule – sales professionals follow up every lead because even the briefest contact or smallest sale can lead to a whole new list of potential referrals for new business.

You must make five types of contact to be a professional at persuasion:

  1. Follow-up with referral contacts.
  2. Follow-up to service the people who are already happily involved with your offering.

You need to contact these people as part of the professional service you provide to them in appreciation of their continued loyalty to you, to your company, and to your offering.

  1. Follow-up to inform clients of new-and-improved versions of your offering, reminding them when it is time to consider updating the product or service you may have interested them in several months or years ago.
  2. Follow-up to get with hard-to-reach prospects who require several contacts to make them one of your clients.
  3. Follow-up to thank those people who have stuck with you through thick and thin and have been instrumental in helping you to develop your sales career through their long-term patronage.

These five groups are the foundation of your business. Keeping in touch with them will build your future.

Good Luck!

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