elbertinafazia's Space http://elbertinafazia.posterous.com Most recent posts at elbertinafazia's Space posterous.com Fri, 07 Dec 2012 23:39:59 -0800 Sales And A Quick Treatise On The Follow Up http://elbertinafazia.posterous.com/sales-and-a-quick-treatise-on-the-follow-up http://elbertinafazia.posterous.com/sales-and-a-quick-treatise-on-the-follow-up


Sales are the life force of any business. Here are the three steps that could help you close more sales and develop a sound strategy.

Keep On Pushin'!

Business owners and decision makers are typically very busy people. Often, you simply have to catch the decision maker at the right time, because if you don't, that simply means you won't be closing any sales with their company on that day, or ever again if you're not lucky. So with that in mind, you may want to keep trying and trying until you stumble upon the perfect time to catch the decision maker "off-guard", for lack of a better term. But you do not want to become a nuisance to their company, so do so in moderation. That shouldn't discourage you - instead, concentrate on formulating a well-tempered mixture of phone calls, emails, faxes and snail mails that will eventually work like a charm and create some name recall to make sure your prospect remembers your business name.

Keep Things In Order

Following up must be an organized, strategic activity. Remember this Orwellian axiom of choosing products, and allow us to paraphrase - all types of lead management software may seem equal, but some are created more equal than others. Convenience is something you definitely want to look for in lead management software. In other words, you want an Internet-based system, so you can access your leads from your home or work PC or even on your laptop in a coffee shop with WiFi. Second important feature to look out for would be built-in document management. Ideally, your lead management software will allow you to easily send emails, faxes and snail mails and document the contact automatically. A good scheduling tool is also a great asset to lead management software.

Follow Up and Consistency

Once you have contacted your lead, make sure to let them know when you will follow up again and follow through. After all, you want your prospective customer to trust you, so you should be specific on follow up dates and when to follow through. Just doing what you say you'll do is a huge source of confidence to prospective clients. After following up several times at the same time and day of the week, your prospect will come to expect your contact. This builds a deeper connection. If you are engaged in the everyday goings of your prospect, your chances of closing the sale become better. Your lead management software will be very valuable in helping you note down the key points of each visit. Other wise, it is very difficult to remember the details of every conversation you may have. You are sure to make more sales if you make it a point to follow up regularly and not lose sight of your prospects. The more familiar your prospects are with your company and products or services, the more likely they are to choose your company. But at the end of the day, it will be very, very important that you have the proper lead management software installed for an easier go at things.

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