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What does the research say?
A study from Dartnell Corp. investigated the number of times a prospect was called before a salesperson gave up. Here is their data:- 48 percent quit after the first contact
- 72 percent stop after the second contact
- 84 percent give up on a prospect after the third contact
- 90 percent wave the white flag after the fourth contact
Use technology tools to help you follow up efficiently
Have you ever remembered to follow up with a customer who was interested only to find out that you forgot to get valuable information about them? Such as their name or contact number? Or what they were even interested in in the first place? It doesn’t seem that professional when you call a customer and say “So I know you were interested in our product, what was your name again?” Get their name and best phone number so you can contact them about further details and agreements.
Get personal with your customer
Knowing about your customer can help you significantly in your follow up. Before they leave, find out something about them that will make it easier to spark a conversation when you do call them to follow up. Some examples could be:- Any vacation plans coming up?
- Are you doing anything exciting this summer?
- When is your birthday or anniversary?
- Are you usually available on the weekends?
- Can I touch base with you in a few weeks? When are your best days?
- Do you think you will have made a decision by (date)?
- Do you answer your phone or emails faster?
Check in
Just a simple check in to see if your customer has any lingering questions can be effective in showing your concern. If you sold them a product that is only for a certain time of year, give them a call the next year. Anticipate that they will be needing you in the future an pick a good time to follow up just to check in with them. Send them educational materials that you think will be helpful to them. The more value you can build the better, and the more likely they will be coming back to you for future business. Try using an email marketing platform such as Mailerlite to set up your customers for a monthly newsletter. Mailerlite is straightforward and easy to use. It is simple to create a newsletter that will benefit your audience. Sign up for Mailerlite now.
Think about the second sale
Have a great promotion that you know your customer will love? Don’t be afraid to reach out to your customer to offer a current promotion or a sale. Ask them to forward it to anyone they think would be interested. Ask them what they are looking for and notate it so you can reach out in the future.Testimonials and Referrals
Asking for referral business is a great way to build your business hands off. Referral business is just free advertising. You don’t have to spend any time or money on it. All you do is accept their call and move forward with the sale. Use your existing customers to help create more customers. Have your existing customers do a Google review or post a comment about you on the companies blog or social media page. Remember people love to deal with someone who has good reviews and social proof. They are 10x more likely to ask for you than just go with anyone. They see you have produced results or made another customers experience great and they will want to do business with you.