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The Importance of Follow Up - Making the Process Personalized and Simple to Do
Follow up is something, which if you have any contact with clients, in any way, must be part of your business. Unfortunately statistics strongly indicate that most businesses, especially small businesses fall short of what is needed to make the sale.
In fact, a customer management systems company, in a recent special report indicated that most clients need approximately 7 contacts to reach a decision. The average follow up done by sales people or small business owners usually stop after 3 follow up attempts are made. In the article they go on to say when you stop at 3, you have basically done most of the work for the next sales person!
I know if you've been selling or marketing for any length of time this has happened to you. Work with new clients, send a thank you letter, then an email and a phone call, then get busy with finding new business, only to learn when your follow up had a lapse in consistency, that the potential client became some else's customer!
So how can we avoid this and make sure we do as the report suggests, follow up and do it consistently? By the way, the company who did the research and published the report goes on the say; follow up should be something that does not stop at time of sale, nor after the 7th attempt to make the sale. They plainly state, follow-up is a forever business, and you should never stop keeping in touch!
Sometimes following up can get challenging. What I mean by this is we don't want our clients to feel like they're a piece of meat and we're the hungry lion scratching at the door. So how can we follow up, keep our name in front of the clients without them on the 4th or 5th emails deciding to just hit delete? 3
The key is making your message not be about asking them to buy, or constantly supplying them with more info about your product or service. It must at some point take on the flavor of providing them with something that will directly benefit them. We've all seen this and probably been part of it. 3
It has many different names, Article Contact, Join My Blog, online newsletter, special reports. It has been summarized in a not so new, but becoming more mainstream form of communication, it's referred to as freemium advertising. For more information visit Videographer Johannesburg
Basically this means creating and/or sharing items of high and relevant value that you can give away, while simultaneously building value in your brand, your company, or you individually with your clients.
It's easier to do than you might initially think. The internet is the easiest place to find free content that you can share with your customer base. An example might be to search and locate articles of interest and relevance, copy the link then paste and send.
If you can search, read, copy and paste, you have created a very simple yet powerful mode to follow up without being a creative writer, or videographer and spending thousand to produce content. You can simply copy the link, and in the subject line write "Article of Interest" and in the body, types "Please accept this short article I read. I found it very enlightening and thought you'd find some value in it". Click send and you're done!
You can focus on finding new clients, adding them to your distribution list, and include them in the email.
In closing, this simple, yet effective method with do a few things that create residual value:
o Saves you time
o Makes you more effective and consistent
o You are now following up each week with new relevant content
o You are staying fresh in your customers mind
o You're not sending the same old, "will you buy today" message
o Referral business will begin to grow, even from those that do not buy today!
o You are creating a relationship versus a sale!
o Finally, when you do send a follow up email and need to ask for the sale, the chances of it being opened are now much higher.
Article done by Jeff D Harrison Article source: http://EzineArticles.com/?expert=Jeff_D_Harrison
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