Developing A Good System For Following Up With Customers After the Purchase
While the last thing you want to do is bother potential customers, a good follow-up could allow you to make the sale later on. A “no” in sales does not mean that a customer would not want to buy your product later on. So if there is any hint in your dialogue with the customer that they might be interested in the sale in the future, encourage them to put an email down to go on your mailing list, or see if you can call them again a few months in the future. Once you can obtain contact information, here are some ways to properly follow up with these customers:
Develop a follow-up schedule: Don’t make your follow-ups random or leave things up to luck. Set up clear communication guidelines that outline for your sales reps the expectations you have for following up with customers including how long you should wait, and how you would like them to approach.
Time your follow-ups specifically to get better results: Imagine you are in the middle of a crazy day and you get a call from a number you don’t recognize about a product you had a slight interest in three months ago. You wouldn’t waste another second with that call and that sale would be lost forever. Now as the company, do your research into what the best days and times to make those follow-up sales calls are.
These are two of the more important factors that play into ensuring that little bit of interest you peak in the customer, turns into them needing your product. It’s important to go into the follow-up call with the mindset that the customer is interested, and that they are open to buying your product even after the initial “no”. By following these guidelines, the rest is up to you to implement your sales tactics and bringing in that new customer!