Gino Wickman’s Entrepreneur Operating System (EOS) claims, "For a business to be successful, it must perform…
When it comes to sales follow-up, are you coming across as pushy or are you viewed as a partner? Here are some basic guidelines to making your sales follow-up a way to nurture the customer with class by adding value and delivering results.
Agree on a next step timeline and purpose at each appointment. Never leave an appointment by saying, “I will check in with you”. Be of service to your customer and help them set action on their calendar. Tie your action step to their objectives, not yours. If your prospect or customer is meeting with you, they want to make a buying decision. Help them stay on task by keeping the project moving. In the end they will have what they want and need in a more timely manner.
When sales progress has slowed down, try to understand why. It could be priorities have shifted, lost site of value, lost budget dollars, new buyer involved, or not enough pain with their current situation. If you know what the slow down is you can work with it. You can’t just push your way up the priority list. You must earn your way back by; 1)demonstrating understanding to their situation, and 2)gently reminding them of the value in the buying decision of your product or service. Resist the urge to assume delays are disinterest.
Deliver relevant information. Especially during long term follow-ups, find relevant information that will continue to educate your prospect or customer on the benefits of your product or service. This could be case studies, articles or easy to view or read product informercials. Excercise patient-urgency. Remain urgent with your activities to keep sales cycle moving but be patient with their response.
In summary, set your next step at each meeting, tie the next step to their objectives, be understanding of slow downs, use relevant information to keep interest and exercise patient-urgency. This will demonstrate your class and professionalism and deliver the results you and your customer hope for.