Set Up the Follow-Up
Too often the sales conversation ends with, “Thanks for coming by – make sure you call me if you have any questions.” What a mistake.
Not only does it put the burden of follow-up on the customer, but it wastes a perfect opportunity to set up the follow-up call.
May I suggest that your conversation ends this way instead: “Great spending some time with you. I know you have some things to work through, so I’ll call you tomorrow afternoon to check up and see what questions you might have. In the mean time, I’ll do some further research on the youth soccer programs for your kids. Sound good?”
Let them know before they leave that you will call them at a specific time, and ask if that’s okay? The chances of having a meaningful follow-up call will increase dramatically.
