Why don’t sales people follow up with potential customers and current customers on a regular basis or sometimes even at all? Good question, right? It seems that you would want to follow up and have a seamless system in place to do just that! You are on commission, why are you letting money walk out the door because you are missing one of the most important pieces of the puzzle.
Sales people, by nature do not like to be told no. We are mostly the “A” type personality and face it, we think that we know it all. When someone challenges us or tells us NO to our “perfect” solution, we take it personal.
There are lots of reasons! Three reasons, FEAR or I believe it’s more of a WORTHINESS issue being the number one reason, LACK OF A SYSTEM or DISCIPLINE number two and PROCRASTINATION number three.
Follow up is key- How do you follow up with a prospect or customer?
Persistently with a series of planned activities. 17.9%
I would do it but I am too busy with other things and forget. 34.3%
It’s a hit and miss process. 32.8%
I feel like am bothering people so I tend not to do it. 14.9%
The core reason why salespeople don’t follow up is because they don’t plan the follow up. The plan should start at the first interaction with the prospect. Schedule it right then and there. If there is a rejection to that, let them know that you will call them on a certain day and put that in the calendar with a reminder.
Having a follow up means you first have a reason to follow up. Something that may blocking the purchase decision. This should be clear before the initial interaction is ended. A good salesperson will have several pre-planned reasons to follow up even if a reason doesn’t [resent itself during the meeting. The point is, if there is a need to follow up, the salesperson should be able to provide a reason for doing so during the first meeting.
Since the reason for the follow up has been clearly stated in the initial meeting, the salesperson has a starting point for the follow up interaction. He or she then has a conversation topic to get the process going.
Here are 3 things that you follow up plan should entail:
It should be systematic, meaning that the follow up process is done the same way every time. This results in clarity to you.
It should generate consistent, predictable results. You will know what works with what type of follow up it is.
It should require minimal physical interaction to make it run, meaning it should be able to run on autopilot. You will not have to worry about forgetting or setting time aside each week or day to complete it.
Text Panther is a great follow up tool. Not only can you schedule a follow up message to be sent on a certain time and date, but you can send it as a text message. Text messages are on average read at a 98% within the first 3 minutes. With over 7 billion cell phone users versus 2.5 billion email users, text messaging is the best way to ensure that your message will be received and consumed. The best part of Text Panther is that it is cost effective. You are not going to pay an arm and a leg to use this service. So just to clarify- You can schedule your follow up to be sent as a text message to who and when you want and you will still have money for your daily Starbucks- yes, don’t faint, this is true!
Following up on a regular basis will boost your closing rate and increase your customer satisfaction and interaction. Following up with systematic processes allows you to leverage your time and enhance your productivity. This will result in more sales with less effort and isn’t that what we all want? Start scoring more sales by implementing your own follow up system for an easy and unlimited potential to getting to the next level!