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The Sales Follow Up Basics

June 12, 2012 | Comments: 0 | Views: 190

Follow up is one of the most important parts of a business. You must follow up with the prospects and customers in order to generate a positive feedback. Firms usually lose business when they don't follow up with their own customers.

Customers and prospects always need reinforcement. This reinforcement can truly be established with these tactics. It is said that in U.S around 90% of the businesses don't do any kind of follow-ups. Follow-ups are part of customer care. The follow up process must be systematic. It must act in the same manner every time. The follow up process must have consistent as well as predictable results.

A follow up can be successfully used as a marketing tool where ever radio, television, or newspapers are used. For small businesses and beginners, sales follow up is the ideal method of establishing your base. Some new businesses start right away from telephonic follow-ups. This must not happen. Since you don't have any established factor of trust, other businesses and individuals will take your advantage. This way a relationship is established between the marketer as well as the customer.

A follow up must have a sequence as discussed above. The sequence is entirely your discretion and liking. The communication between the business and the prospect must follow a hidden sequence. Every new message must start in continuation with the last message. This way, references to the past communications can be given for maximum impact.

Sales follow up through email is completely free of cost unlike a telephone or a television. It is further less annoying than a telephone call. Therefore, you can send multiple emails in a very short span of time. It might also help to mention what you might be losing if you don't avail some package.

A number of situations call for a follow up. These situations arise now and then in the business world, and you must know how to manage them. First, you can follow up with the referral contact. You can also offer follow-up services to people who have already purchased your product. In one situation, you want to inform the customer that some innovation in your product is available so that they can upgrade conveniently.

A follow up can also be used for hard to reach people. You may have to contact them repeatedly for a response. Another situation might be of thanking the people who were involved with your company and yourself throughout your career. Sales follow up is essential for a successful business. Firms must strive to make it a permanent part of their daily activities.

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Source: EzineArticles
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