To some salespeople, follow-up means a call or two after the sale has been closed. It may come as a shock, but most don’t even do that much! Consider this: if salespeople stop at one post sale follow-up call, they are throwing away future business. Successful sales professionals and experts consistently tell us that not keeping in touch with your clients after the sale can have serious negative consequences.

We have all heard of the 80/20 rule. This rule suggests two things. One is 20% of sales professionals do 80% of the business or two, 80% of your sales come from 20% of your sphere of influence. Let’s look more closely at the second scenario.

Providing outstanding service to your customers or clients does not guarantee you future business. If you don’t stay in contact with your clients after the sale, no matter how well you performed, it is almost a given they will forget you. So much holds true in the “Out of sight, out of mind” adage. If a client has a small problem with something, they most likely will not bother you with it. However, by following up with them first, and asking if everything is okay, can weigh heavily on your future sales. They might not be in the market for the product you are selling, but they have friends who could use your services.

In any sales venue, whether you are selling real estate, furniture or software, you need to ALWAYS reach out and follow-up with your clients AFTER the sale. I cannot even begin to count how many time someone has sold me something and I never heard from them again. If the sales people would have touched base with me, I’m sure I would have asked for their services again the next time I purchased something.

With computers, technology and the Internet, we have vast resources at our disposal for following up with our clients. Use these tools to your advantage to touch base with your sphere of influence. Postal or electronic emails for Christmas cards, thank you cards, birthday cards or a “Just wanted to say hi” cards are a few of several choices you have.

But let’s don’t forget the original phone call method. It has been around forever and is still the most powerful follow up tool to communicate with our customers and clients. A “Just called to see how you are” or “Just following up to see if you have any questions” can carry a long way with the client.

Sales people seem to not realize how powerful follow up can be. Repeat business is what we all strive for and you will get positive results by including follow up in your daily or weekly agenda.

Continual follow up with our sphere of influence will no doubt, increase our sale production. This in turn will help pave the road to success and financial freedom.

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