When it comes to closing sales, helping your prospect make a decision of yes or no in the shortest time frame possible is certainly an area where many business owners struggle.
There are a number of reasons why this is tough to do.
One common reason a buying decision is never made is because the prospect is not asked if they want to buy during the initial sales meeting.
Another is the sales person does not understand how a prospect makes a decision.
But the most common reason sales opportunities are not closed or are lost to attrition is due to a clear and focused next follow up step is never set after a sales conversation.
Follow up seems simple but is missing in many businesses.
Here is a typical scenario. A sales person (or business owner) attempts to make a sale. The meeting went well but the sale does not close in the initial meeting.
The sales person thanks the prospect and leaves. They drop an email with a requested proposal. Maybe one phone call or another email follows.
The sale is left in the pipeline unclosed but is still listed as an open opportunity. Or worse yet, there is no sales data base to track prospects progress so it is left to a written note, a vague entry in Outlook or memory.
How do you create a working sales follow up plan?
Follow up begins at the tracking/database level. You need a consistent method to categorize and track prospect and client follow up activity consistently.
After a sales meeting an entry that outlines what you talked about, what was proposed and the clear and focused next step you agreed upon is essential.
If the prospect doesn't want to talk to you but wants to “get back to you” realize that they are probably not really interested. They are simply too nice to tell you no so they say “I’ll get back to you” instead.
You also have to realize that unexpected things come up for your prospect, just like they do in your business.
If a prospect misses your follow up appointment leave a message. Then send a note in the mail (cards work very well for this) and tell them when you’ll try to reach them again.
If you call three times and never hear back, take the opportunity away.
On your third call say something like, “I tried to reach you a few times but have been unsuccessful. Since I don’t want to be a pest and only want to help if I can, I’ll assume that timing is not good on your side and will take you off of my call back list.”
You’ll be surprised at how many times people will call you back after this take away call.
When you do this, however, be sure to make a note to check back in 90-days.
Just because the timing is not right now does not mean that it won't be a viable opportunity in the future. Newsletters, cards and blogs are good ways to remain in touch with prospects who did not purchase.
Always remember that the value you deliver drives the decision.
Good sales follow up starts with caring about other people and the results they gain from working with you more than the profit you’ll earn from their business.
