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3 Simple Tips to Increase Your Sales by 30%

| October 25, 2012

Selling Tips      Selling Strategies      Selling Articles          

Experts have been telling us for years that following up with your prospects and customers can increase your sales by 30%.

Ohhh, I think I just heard a loud groan from quite of few of you, along with, “Follow up? I hate following up, it feels like such a waste of time!”

So if that 30% number is really true, then why do less than 10 percent of salespeople actually follow up?  Well, we’ve got the “usual” reasons: lack of time, desire or it doesn’t work… and that might be true for some, but honestly? The simple fact is that most salespeople have never been taught how to effectively follow up.  And that’s probably not your fault.

Okay, so is it worth it to you if you could make one more sale a week?  What about getting one more qualified referral a week?  30% — that’d be a nice bump right? Yes? YES!!

Now for the disclaimer: there’s no magical follow-up formula, but use these three follow-up techniques and they’ll consistently net positive results.

1.  Find something you have in common with the customer, making your follow-up contact memorable. It could be hobbies, like interests (music, movies, sports, etc.) or philosophies. Just something that will let them know you can relate to them on their level.

2.  Make a friend of the customer – nobody minds being contacted by a friend. This doesn’t mean you have to invite them to your son’s wedding.  It might be something as simple as being more “neighborly” than “salesy”, sharing a joke and a laugh, or getting their advice on something you have in common.

3.  Speak to your customers’ goals, dreams or passions. If your customer loves cooking, send them a subscription to cooking magazine along with a quick reminder of how your product or service could give them more time or money to be doing what they dream of.

Essentially, you’re building a relationship with your customers and finding ways to connect with them only helps you reach that goal because it shows your prospect that you’re interested and willing to take the time to get to know them.

So using the 3 tips above, practice at least five different methods of follow-up – call, write, email, text or drop by. It really is that simple. We recommend you commit to follow up at least five times before you move on.

And finally, track the results of your follow up strategies – at least for a while – for two reasons:

1) to prove to yourself how beneficial effective follow up can be

2) so you can continue to do what brings you the greatest success.

What are you waiting for? Go get that 30% bump!

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