How Fast Follow-Up Can Skyrocket Your Sales Success

I’m a big fan of boosting sales success by asking for the sale on the very first visit. The most successful sales people never assume that they need a second visit to close the deal.

The cool thing about this approach is that you WILL find customers who buy on the first visit. So good for you — you asked and you got the sale!

So let’s talk about boosting your sales success when your prospect DOESN’T buy on the first visit. Consider this case study…

A customer comes into your store, your sales office or your showroom and you do your thing. The conversation is productive but this is no lay-down.

The prospect shows interest, but is not exactly jumping out of their skin with excitement over what you have to offer.

Then they leave so they can “think about it.”

Let me ask you four important questions about achieving sales success this scenario:

1) What happens next?

2) What goes on in the car as they drive away?

3) What discussion is held over dinner?

4) What is your prospect thinking about laying in bed that night?

Making a major purchase decision takes a great deal of contemplation. For really big purchases, it often involves a lot of emotion as well. And your customers will experience the most intense contemplation and emotions immediately after the sales presentation.

They get into their car and immediately begin to rehash the conversation, they tear apart the product, they weigh all the pros and cons. And yes, they probably argue about it, too.

If you want to achieve sales success in this scenario, here’s the key: FAST FOLLOW-UP.

Forget the whole 24 hour follow-up thing – that is an eternity for someone who is agonizing over a major purchase. How about four hours instead?

Get to the customer while you can still influence the conversation and the consideration. Stay involved in the process and be there to answer questions.

Find ways to offer new value points, to diffuse concerns, and to prove to the customer that you just plain out-care the competition. Or maybe just to text them a video of the feature they loved most about your product — just to remind them how much they loved it!

Follow-up fast…and you can change your customer’s world.