After you have garnered the names and contact information of sales prospects, it is important to do a follow through. You need to call, email, or write a card to the prospects to remind your contacts of who you are and how you can be of service to them in resolving their problems.
Follow Through with Your Prospects and Clients
1. Contact prospective clients within a few days of having spoken to them. Otherwise, they may soon forget about you and your services. Remember that when they spoke with you about their need for a service or product, they were not interested in you or your company. They were interested in resolving their need by purchasing a service or product. They can get what they need from you or from your competitor.
2. Repeat your offering to them. What exactly is your product or service? How will it help them to meet their need?
3. Make a case for some speed in their selection process. Is there a sale, an early registration discount, a limited-time, special price bundling, or a gift offer? Also, remind them of the cost of not buying your service or product.
4. Point out your value over the competition’s. This is an opportunity to place yours as the product of choice and the competition’s as merely a second best.
5. Offer an alternative product within your line. Speak about the possibilities of either product and let the buyer voice his or her needs. Counsel the client then, about the better of the two choices for him/her. This will give the buyer a sense that s/he has a choice.
6. Ask for the sale. A subtle way of asking is to say “What would you like the next step to be?” The prospective client often realizes the rightness of a purchase.
Do you follow through with your prospects and clients? What has worked for you? Share your thoughts in the comments below!