Tiger Eye Solution

5 Steps of Follow Up


You might be enjoying good success because of your hard work, aspirations and selling skills. Your feature rich product/service can also be a beneficial factor in achieving good sales numbers. But there is one key ingredient to dramatically improve your sales “FOLLOW-UPS.”

Following up on sales is a critical step in building and maintaining long-term relationships. It involves a simple communicaiton effort to gauge customer interest, understand their problems and identify their primary needs to which they might be looking for a soluiton. Without following up with the prospect to know these aspects, sales people can never understand if their product/service is a fit for the customer/client. Moreover, if they don’t follow-up, they may never learn about some common reasons of losing customers/clients.

Hence, a sound follow-up is vital in the sales strategy to boost your revenues from both existing customers/clients, as well as referrals and new customers/clients.

Let’s quickly jump to the most important 5 elements of “Follow-UP” that you need to perform to send your sales through the roof.

1- Sales follow up email

Research shows that 80% of people make buying decisions approximately after 7 times of contact. Reiteration in selling is crucial. But sometimes we are so tired of chasing people that we end-up sending boring and unwanted emails with content like just checking in. There is a thin line between sending a good sales follow up email that is actually going to help you and being annoying. Sales follow up should bring constant value and keep your prospect moving through the buying cycle. This is also called lead nurturing by being relevant. Deliver value to your prospects in their buying life cycle with informative guides, video tutorials and reports the enhances their buying experiences.

2- Sales follow up Call

Follow-up call is an essential part of the sales cycle. It is more challenging then a cold call because sometimes in a sales follow up call, you are short of options. However, a sales follow-up call has the power to establish a relationship with the prospect. You can probe more of asking relevant questions to know their problems and understand their situation. Be genuienly interested in helping them out. If you can’t close the deal, at-least you have richer knowledge base to better serve other prospects in their buying cycle.

3- Sale touch Point

Sales touch points play a critical role in selling the product/service to the prospect. Generally speaking, touch points refer to an intersection between the customer/client and the product/service which is mostly done through marketing strategies. However, when we speak of sales touch points, the intersections is limited to a place where sales can take place. This churns out advertisig strategies from the list and is restricted to inside and outside sales.

4- Think second Scale

Once trust is established and you are fully aware of your customer/client’s expectations, the stage is set to offer a complementary product/service. This boosts your sales, enabling you to retain the customer/client and gain more brand advocales.

5- Ask for Referrals

Happy and satisfied customers/clients will always refer your product/service to thier friends, colleagues and any associate. When a recommendation come from someone who has actually used your service/product, it has an extra layer of credibility and trust. Relighted clients/customers are the best advocaates, because third party claims of excellence carry more weight then self-promotion. Moreover, customers/clients are always willing to refer, because they know how important referrals are in a buying decision process.

Having a Follow-Up System in place for your business is an important tool that will move your business forward and land you more clients. If you would like to learn more about the follow-up process Contact Tiger Eye Solution for a FREE consultation.