Sales Follow-up – Features of the Sales Process

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November 7, 2022 Marketing

Currently, new methods are emerging in the field of sales, everyone is trying to make the client interested in the company, trying to offer him new ways to get information about the product. There is a whole set of rules according to which potential customers will recognize your business, approach, and will be inclined to use your products or services. In fact, it is not so easy to attract customers, there are a number of factors that affect a sales follow up. The art of sales is a separate technique that allows you to get as many customers as possible.

Highlights of sales follow up

Sales support is what you do after the initial offer. This is an opportunity to encourage a potential client to take action. Sales tracking can take place in several ways, and the most common methods are phone and email. It is very important to learn how to monitor the progress of sales, this is a skill that a potential seller needs. According to research, 80% of sales require five follow-up actions to close the deal. Most sales representatives communicate with a potential customer only once and give up.

However, it is known that after 4 subsequent actions, even more sellers give up. A lot of potential sales are not closed, sellers do not receive income. Very often, salespeople understand that their profession is often perceived as assertive or even aggressive, but you must fully understand what exactly is annoying, not understanding on the part of the client and thus exclude these factors.

In most cases, customers do not call back, not because they are not interested, but because they are busy. Every seller should realize that he is ignored not because the product or service he offers is not interesting but because there are too many of them. A person does not have time to respond to all emails. It is very important to use special sales tracking methods that will help attract as many customers as possible and close as many deals as possible.

Advantages of this type of sales

First of all, you need to use different tracking methods:

e-mails;
calls;
internet resources.

If you have sent 2 or 3 emails, then perhaps the next step is to call. If you are constantly calling, then it may be better to send an email. It is not necessary to dwell only on these two methods. If you have a professional platform, it is important to use it in order to track a potential client, it is also important to put everything in place. It should be understood that the purchase decision is often made as slowly as possible. A product or service has significant value. Some decisions, especially if they are expensive purchases, cannot be rushed, it must be remembered that there are long lead times when tracking an order.

There is no definite and precise formula for the correct intervals between subsequent actions in most cases. Worries the client every day too often, and once a month may not be enough. In any case, it is necessary to periodically change the time frame. It is very important to set reminders for yourself in the calendar and not miss the opportunity to continue communication at the right time. It is necessary to treat each subsequent step with value.

Hard sales no longer work, it is necessary to value the personal space and personal affairs of the client. It is important to be interested in how things are going, how the business is progressing, it is necessary to make notes about the sore points of a potential client, include a link to the relevant article, to emails, to inform about a special offer or time-limited discounts. All this makes the client more close to the seller and builds a trusting relationship.