Many easy sales are lost, simply because a salesperson doesn’t follow-up.

A prospective customer can’t be expected to make the next move. One-call sales are rare. Most sales are made after the salesperson follows-up from the initial presentation.

A variety of factors affect a prospect’s decision-making process. Small changes in any one of these factors can have a huge impact on a business or individual.

When a prospect says, ‘No’ to what is being offered, he is likely to mean, ‘Not now’.

Follow-up is about being there for the customer when they need you even if that doesn’t mean right now.

A professional salesperson will develop ways to stay in touch with prospects and make sure every subsequent interaction delivers value. By doing this, the salesperson will show his understanding of the prospect’s needs.

After the sale

A salesperson’s work doesn’t end after the sale is made.

The diligence and persistence shown when chasing the sale should continue to be present after the sale as well.

Follow-up after the sale is the way to build business. The easiest sale is from a referral and the time to ask for a referral is immediately after a sale. Current customers should be a breeding ground for an exponential increase in sales.

Building a relationship with clients is essential – before, during and after the sale.

Continuing the follow-up after the sale will deliver positive benefits for the salesperson and the customers.

Source: The Accidental Salesperson, Allan Barmak