It took you a lot to bring them in. Now it’s time to keep them (and sell them more). Remember, prospects become customers and customers are prospects.
For many salespeople (especially those that classify themselves as hunters), service and follow-up activities are often the most overlooked part of the sales process. But if it’s less cold calling you want (does anyone want more?), it’s your service and follow-up that’ll get you there. While prospecting is something that should always be done, it doesn’t need to be done cold in all cases. Implementing a deliberate and proactive service and follow-up schedule can help you get closer to that utopia where business comes to you by word-of-mouth and referral rather than through the 100 dials = 50 contacts = 10 appointments = 3 proposals = 1 sale formula.
Nothing fancy here. It’s simply a matter of taking a look at what you feel should happen after you close something, writing it down, and making a checklist so that you’re sure you’re maximizing the value of your existing base of customers. Keep in mind, these activities also will not only help you get more non-cold calling business but will also help you retain your current customer base.
On your own or with your team (preferably outside the money hours), work through the guidelines and thought prompts below to create a service and follow-up schedule that pertains to your particular sales world.
Start taking full advantage of a pool of prospects who are more likely to take your call… your customers. You’ll be doing the right thing from a service standpoint, getting to know upcoming needs to make additional sales, locking out your potential competitors, and getting business from their colleagues. After all, it’s your paying customers who should get the majority of your saleslove – give it to them. Shake and bake (and Just Sell).
Your service & follow-up schedule
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