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Daily Sales Tip: Remaining Top-of-Mind with Customers
The biggest complaint that buyers have about salespeople is that they don't do an effective job of following up after the sale.
In many cases, that causes buyers to consider other options when it comes time to make another buying decision.
Successful salespeople maintain consistent contact with buyers by scheduleding follow-up calls using either a PC calendar or desktop calendar. That way, they can simply check the date and see which buyers are due for a callback that week (or, if possible, have their PC provide an automatic reminder when it's time to contact them).
Another strategy that works when salespeople are constantly on the go: Starting an e-mail buddy list that includes all their existing buyers. Once a week or so, salespeople can forward some pertinent product or industry information, providing a reminder at the foot of the e-mail for buyers to contact them with any questions or concerns.
It's one more way for salespeople to ensure they're always on the buyer's radar, and it increases the chances that the buyer will call them first when it's time to consider another buying decision.
Source: Adapted from Value Added Selling by Tom Reilly, president and founder of Tom Reilly Training
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