The Gold Is In The Follow Up

I have a question for you?

How many contacts does it take for a prospect to make a sale on average….1 time? 3 times? More?

How about 7 to 12 times!

Rarely does someone buy the first time that they connect with a company or person unless it’s an urgent need. Most of the time, they will need to think about it. They want to do more research. They might need to discuss it with a partner or their spouse.

Especially in the new economy, people are a lot more cautious of where they spend their money. They want to make sure they are working with a reliable company that is providing them with the best value they can get for their hard earned money. It’s not a matter of being cheap. It’s a matter of being informed and educated.

This is where you can really stand out and shine with your prospects and lead them to becoming customers.

Follow up is the best thing you can do to increase your sales in any business and the funny thing is this is the part most businesses are the worst at. Why is this? Mostly, because they are lazy but a lot of the time it’s also because they don’t have a system in place for their follow up process.

So what types of follow up processes do you have in your business?

Here’s a few things that you can do to make a huge impact on your relationship with your prospects and increase
your sales above the average:

1.Follow up with emails – touch base once a month with an educational article. See if they have any questions. Offer to help them out with something else.

2.Send them a thank you card – Physical cards are a great way to stand out in this electronic email era. People are more likely to remember you if you send them a card than if you just send emails to them.

3.Offer to meet for coffee or lunch – It’s all about building relationships. Don’t just pitch them your stuff but also ask them how their business is going. Offer some basic advise if you know they are struggling with something.

4.Invite them to networking mixers and events. If you know someone might get business from an event you are going to, invite them to come as your guest. This shows them you are interested in more than just taking their money.

Remember, people are looking for people they can trust.  Give them a reason to trust you and keep in touch regularly. Mix and match the ideas above and you’ll get a further with your prospects. Then, when they are ready to buy, they will choose to use the only logical choice in their mind… YOU!

Do you have a process you follow to keep in touch with prospects? Tell us about it below…

Photo By Jeannie Melinz