3 Follow-Up Techniques Your Customers Need From You
Hello. I’m a prospect and I need your help.
That’s it, your help. Not your begging or your pleading, or your endless justification as to why I should buy from you and you alone. I need your help.
And I don’t just need that help while we are meeting face-to-face. My buying process is lengthy and complicated, and I have questions and concerns that come at me from out of nowhere.
How we communicate after we meet face-to-face will make all the difference in the world.
I need your help.
Specifically, I need three things from you:
1. I need consistency.
I’m tired of working with sales people who are all charm and helpfulness…until I walk out the door, and then I never hear from them again.
May I remind you that we had a thing. I shared some deep and important information, and I trusted you to honor that. When you don’t bother to call me back after a meeting, I feel like you just don’t care.
Actually, it’s worse than that. I feel like you never cared. It was all an act. And that “thing” we shared was just a utilitarian ploy on your part. You may not feel that way, but I certainly do.
Prove to me that I still matter.
2. I need relevancy.
You should probably come to realize two important facts. First, there is a ton of information on the Internet that I have already sought out as a part of my search. Second, when you send me stuff I already know, it helps me zero.
Tell me something I don’t know. Don’t send me information I already have. Show me how to apply that information to my life. Give me something that is just for me.
When you send me something, make it relevant.
3. I need influence.
I may not show it openly, but I need more than information. I need guidance. I need persuasion. I need someone trustworthy to tell me what I should do.
I don’t want pushy and I certainly don’t want manipulative. I just want someone to say something like, “Of course this is your decision entirely, but based on your situation I believe the best course of action is to do X.”
That’s the kind of direction I want from my doctor and my attorney and my accountant; why would I not want the same from my sales professional?
I am a customer, and I need your help. Your thorough, extended, relevant, me-centered help.
Will you come through?
