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Follow Up To Increase Sales
Many business owners I talk to
are trying to increase sales by physically raising their visibility
through marketing activities such as, calling more clients, knocking
on more doors and generally beating the bushes in the territory.
Unfortunately these methods of contact and follow up are no longer
bringing in the increase in sales they once did. Part of the reason
is that your customer is gathering the information they need to make
a decision, in a
wider variety of ways.
Let me ask you a question. Are you gathering
information the way you did say 5 years ago? Chances are, you hear
about things through a wider variety of mediums and
you first research ideas of interest on the internet with Google. Yes "Google it" has become a verb.
Here is another thought. Have you modified the way you contact and
follow up with your prospects and clients to reflect some of your
own communication changes? With actual face time harder
to come by, you do need to include some of these changes into your
contact and follow up. It will start you on the road to moving from
your current one to one contacting and following up, to a one to
many model. It doesn't have to be massive change, just tweak your
current method and start on the road to becoming more visible to
your audience and increasing your sales opportunities.
Where do you start? First,
reflect on the changes you have made to your own information
gathering. Second, think of ways you could incorporate one or
two of your changes into the way you contact and follow up prospects
and clients. Third, implement one or two of the changes and
monitor which is working. These changes will help raise your
visibility and market your message to many more people than you could by
yourself. For many
businesses, the stumbling block is maintaining consistent follow up.
Statistics I read showed 48% of sales people never follow up
after the initial contact, 25% make a second contact and stop,
12% make a third contact and stop with only 10% making more than 3
follow up contacts. On the other hand we know that 2% of sales are
made on the first contact, 3% on the second contact 5% on the third
contact, 10% on the fourth contact with 80% of sales are made on
the fifth to twelfth contact.
Whew! How do you plan to keeping following up
till then, in your current one to one model?
I can help you implement the changes I mentioned
above and apply the consistent effort necessary for ongoing
communication. That way you will be sure to be there for that fifth
to twelfth contact because you have given your prospects and clients
something to listen to and talk with you about. Conversations build
the relationships needed to increase sales by thumbtacking your
offer into the customer*s mind, making it relevant and helping to
bring your product or service to the top of your customer's mind
when the solution you offer is needed.
Once the conversation is started, you need to maintain it by
implementing consistent follow through with an ongoing communication
plan. As you do, remember, the conversation is to
establish a connection and have a conversation, not spend
the whole time banging on the door asking for the sale.
"The secret of getting ahead is
getting started" Mark Twain
Need a partner to get started and keep your follow up going?
The increase in sales you want
in your business is out there waiting in your follow up. To discover
the steps you can use to begin adapting your current methods
Contact me, Cheryl Scoffield, I specialize in
helping business owners and sales managers get in front of more
prospects by utilizing a one to many model of contacting and
following up with every prospect that business development brings to
their door. Book your
complementary
Follow Up Audit during which we will uncover some of the
hidden stumbling blocks that maybe sabotaging your efforts to
increase sales opportunities. Your
Follow Up Audit will give insights and identify current
resources you can utilize to leverage your leads and get your
business out in front of a larger audience. You will gain several
concrete action steps you can take to launch your follow up
program, maximize follow through and maintaining your sales
momentum.
If you would like to speak to
me directly call 866-642-5145. My turn around time for
follow up is 24 hours. You will hear from me!
RESULTS:
Implementation that works!
Find yourself devoting more time to seeing clients and closing
deals.
Click here to read what other sales people have to say.
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