HTSS35 - Sales follow up process will close more deals - Scott Sylvan Bell

Sales follow up techniques and strategies

One of the best skills for you to have as a salesperson is the ability to follow up.  When it comes down to it most salespeople do not even have the slightest follow up ability. In fact most salespeople do not even try to follow up after a sale. The ones who do follow up are not very good at it.

If you want to be a closer in sales you must have a sales follow up process. You have to be able to do more than just make a pone call, you have to use a game plan.  

There are times where you need to be creative with your follow up process.

The follow up game

There are stats on following up and one of them is that buyers will make a decision within 72 hours of an appointment. There is another stat that says some people may take up to 2 years to make some decisions.

You must have strong follow up skills if these numbers are accurate. If most of your competition has a phone call and then a discount you have to be much better than them.  

Here is a list pf follow up techniques – This is not the only list

• A hand written thank you card / Thank you letter with a real stamp
• Personalized thank you email(s) there should be 5 in the sequence. You can use a template but make sure that you fill our the name correctly.
• When you have a bonus offer or bump offer you can make this an update
• You can use a review email or a survey funnel to gather information
• The use of text messages that are well thought out. You should have 5 as well that can be used as templates
• A phone call from a 3^rd party to check in that can also be used as a survey and also inspect what the competition is doing.
• You can use a follow up email loaded with positive reviews and testimonials
• When thinking though the follow up process you can use bulky mail sent (orientaltradingcompany.com)
• If you are in the area you can physically drop in  
• Post cards can be sent that are personalized with pictures from you
• If you need a long tern idea an Email sequence or drip campaign can be used to keep your product or services top of mind
• A Monthly or quarterly newsletter can be sent to keep awareness for your potential buyer
• Dean Jackson invented the 9 word email – Are you still interested in my product or service?
• If you take the time to work a deal with a vendor you can send a reward email affiliate link

 

What to know about following up with buyers

You will get rejected and ghosted from the people you meet with. This is one of the hazards of being in sales. You will also make sales can close deals from reaching out to your potential buyers.  Be willing to take the chance and reach out to people.  

You cant get mad if they don’t buy from you this is your opportunity to get better.  

You can use this follow up message or question: Besides __________ (price) what is one thing I could have done better for you?

You can keep a journal and find out over time what will make you better at closing deals.  

Be ready to close some deals – most salespeople are lazy and that is your competition.

Scott Sylvan Bell

@scottsbell

#sales #closer #success #podcast #howtosellshow

This episode was recorded in Sacramento California