If you are a sales agent, I guess you have plenty of follow up pages in your agenda. However, the main question for the one being at the beginning of his career is “Why it is so important?” and “What efficiency does the follow-up guarantees in sales?”.
First of all, the follow up is a continuous consolidation process of the relation between the sales agent and the client. Its role is to clarify aspects that are in connection with the initial interaction, to settle the possible misunderstandings. This way, it is becoming necessary and has to be constantly made before and after the sale.
These kind of comeback strategies are adapted accordingly to each situation, having a dynamic form so is the process itself. This makes the sale to be action oriented!
If in the first contact phase, about which we have talked in the previous article, the agent has made the first step, now we are talking about the second one. Here, the salesman approaches the client even more in order to find out what holds him back, why he is not convinced, what are his fears regarding the product or how he perceives the advantages.
The salesman creates a so-called trust frame and presents his position without being aggressive or pushy – the partnership must evolve step by step. The logic of the arguments is simple – it is the same situation as when wooing a woman – you have had the first date, so you move forward and you show the intention to have a second one. You do not wait for her to make the second step.
Secondly, the follow up is important because it ensures the validation of the parties involved. On the long term this will bring recommendations for new partnerships. In such a context, the agent must be permanently connected to the client – this is an advice coming from my personal experience. This kind of strategy has helped me to close successfully plenty of sales. Market statistics also confirm these idea – 90% of sales are closed due to the follow up process.
Briefly, a good follow up strategy with your clients will only bring you benefits!
Article author: Adrian Mazilu -trade.Berry founding member