Lesson 8: Follow-up

judging

Relationship building in sales does not end with the introductions and negotiations, it should continue on, no matter the outcome. Whether you closed the deal or were stopped by an objection, make sure you follow up. 

This means delivering on any promises that were made during the interaction–especially if this includes finalizing details of a sale. Ideally, you should follow up within 24 hours to give the best chance for closing the sale. Anything over 72 hours for a follow up exponentially decreases the chances the customer will follow-through, bringing a 90% likelihood close to 0%.

PRO-TIP

Here are a couple tips which will help with your follow up and will also allow you to gauge how committed your customer is to the interaction:

  • Get commitment from the customer by asking for a specific time to connect to create urgency and purpose (Example: “Let’s reconnect tomorrow at 10 AM.”)
  • If the follow-up timeline is prompted by the customer, schedule based on their needs. (Example: If the customer states they’re going out of town on business and will be back on Friday, schedule a follow up on Friday.)
  • Get more commitment from the customer by giving them a small “homework” assignment. (Example: “Before we reconnect tomorrow at 10 AM, I want you to do some research into building greenhouses and what vegetables you are interested in starting to grow during this season.”)

If you’ve made a successful sale, make sure to follow up by thanking the customer for their business. And, continue following up with the customer to encourage repeat and referral business.