Conquering customers and increasing a company’s sales is one of the main objectives of any business – and also one of the biggest challenges. For this reason, using all the tools available to the company to achieve and retain the customer is always a good idea.
One of these tools is the sales follow-up, which allows the seller to follow up the sales process and helps to ensure positive results during negotiation with the customer. It is about this follow-up – often ignored by many managers and salespeople – that we will talk about in today’s article.
Continue reading and find out what sales follow-up is and what benefits it can bring to your business!
What is sales follow-up?
The sales follow-up is nothing more than the follow-up of the sale made by the sales professional. Generally speaking, follow-up consists of three phases: pre-sales, during the sale and after-sales.
During the pre-sales phase, sales follow-up consists of offering efficient, objective and constructive approaches and information to customers – that involve them and promote the interest of the other end in closing the deal.
Already in the sales phase itself, the follow-up is even more essential, since it is essential that the salesperson maintain contact with his client, seeking information on the progress of the budget analysis or even in order to make some adjustments. in the proposal – that can help make the business viable. Without this sales follow-up, the customer may feel more and more tempted to abandon the negotiation, without making the purchase.
Finally, in the after-sales phase, it is imperative that the seller maintains a follow-up, in order to seek customer satisfaction and loyalty. Maintaining this habit after sales makes the customer feel valued and establishes a relationship of trust with the seller and the company – which can result in new sales in the future.
Why do a sales follow-up in your company?
As you may have noticed, doing a follow-up on sales is essential for any company that wants to maintain a good relationship with customers and not miss the opportunity to follow up on any and all sales negotiations with potential customers. And know that you don’t have to be inconvenient to maintain a good follow-up.
It is perfectly possible to carry out a follow-up at any time, as long as correct techniques are used and a healthy routine of contact with the client is established.
Without follow-up, on the other hand, any company will be subject to reducing the number of deals closed, also losing the opportunity to maintain a closer relationship with its customer throughout the sales process – including the after-sales, making it difficult to customer loyalty.
If you want to implement sales follow-up in your company, however, it is worth paying attention to some important steps to carry out this procedure in an objective and efficient manner.
How to do a good follow-up?
Want to learn how to do a good follow-up and win more and more customers ? So, here are some tips to make an efficient sales follow-up in your company’s day-to-day:
Take control of your contacts
The first step to having a good follow-up is to stay organized. After all, it’s impossible to track a sale if you don’t have essential information about the business, the budget and the customer itself.
At these times, using a Customer Relationship Management (CRM) program can make a big difference in the quality of your sales follow-up. Registering and monitoring the sales process through other tools – such as a control table, for example, can also make sense.
The important thing here is to keep all information about the sales process properly updated, so that you can not only better direct your customer to finalize the sale, but also so that you can offer personalized service – which can be very useful for any business. .
Keep in touch
Keeping in touch with your customer is a basic premise for any seller who wants to carry out an efficient follow-up. This contact must be maintained throughout the negotiation process until post-closing.
It is important to emphasize, however, that every contact must have a purpose. It is not enough just to contact the customer without having a previously defined reason for this contact. Following a strategy at the time of contact, therefore, can bring you much more satisfactory results.
establish a strategy
As we’ve already said, having a strategy is essential to do a good follow-up in your company. That’s why it’s important that you conduct all interactions with your customers in a smart way – without pedestrians.
Be patient and, with each contact, seek to create a relationship of trust with the customer – bringing him closer to closing the deal. For this to be possible, it is important that you do not leave any loose ends during the process.
Do not give up!
One of the main reasons for not making a sale is the seller’s withdrawal. To do a good sales follow-up, however, you cannot give up on your client or on the negotiation being carried out.
While there is still room for contacts, stay close to your customer, informing them about news or possible promotional actions and trying to understand the reasons why they still haven’t closed a sale.
The tendency is that the maintenance of these habits will reinforce your sales and increase the productivity of the company’s commercial sector. With patience, dedication and the right techniques, you’ll be able to maintain a good follow-up and see your sales increase considerably!
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