It takes a lot of work get that first order. Between the challenge of finding the right person to talk to, then making contact, earning your way in the door, solving a problem, and finally, walking away with a PO.
But then comes your biggest mistake.
You enter the order. So far, so good.
You mother it through Production. Check.
You see to it the order ships correctly and on time. Itโs perfect.
Finally, you call the client and let them know itโs on the way. Voila! You are done. You are ready to engage a sales process on another new client.
So, whereโs the mistake? Where in that start-to-finish process did you drop the ball?
According to buyers, the biggest mistake a sales rep makes is the lack of follow up. All that work and not one, โWere you happy?โ phone call.
Perhaps you are busy and donโt really want to engage in conversation. If so, apply one of my favorite sales tips in an unusual way:
The best time to call someone and get them on the phone is just before the top of the hour. The reasoning: All meetings start on the hour, so chances are the customer is free prior to that preparing for the meeting.
But if you DONโT want to speak with someone, call them just after the top of the hour. That meeting has started and you can count on getting voice mail. For once, though, you donโt mind.
Leave a message, letting the client know you are following up to make sure they were happy with everything. Then, thank them for the business and NOW you are done.
This final step brings closure to the sales process. It might not seem like much, but not putting in the effort does not go unnoticed.
***********
Success in sales takes a village. Find yours at SalesVault.pro or call Bill Farquharson at 781-934-7036.
