Three Reasons Post-Sale Follow-Up Calls Make Good Sense

We all know that follow-up calls are critical to sales success. Statistics show that eight out of 10 sales will require at least five follow-up calls before that sale is landed. This is incentive enough to continue to call prospects until they convert.

There is another type of follow-up call that many businesses neglect to make, however. That call is the one that comes after a sales has been made. Many salespeople will tell you that they don’t have time for such calls but they may end up regretting this decision. Especially when a customer has a problem. With no relationship to speak of, it will be very easy for the customer to walk away. That’s why post – sale follow – up calls need to be a priority.

Here are three important things to consider when you think you don’t have time for post – sale follow – up calls:

  1. Follow-Up Calls Build Trust. Calling a customer builds trust because that customer knows you don’t want anything from them. Instead they will see you as someone who is looking out for them. This builds loyalty because the customer will be confident they made the right decision when they went with you.
  2. Follow-Up Calls Prevent Future Issues. If you communicate regularly with customers, you can head off any potential problems or issues. This means they will be more likely to work through any issues instead of jumping ship and returning a product or canceling a contract.
  3. Follow-Up Calls Provide Leads. When you continue to call a customer after a sale, you will create goodwill that allows you to more comfortably ask them for referrals. And in many cases, they will send you referrals even if you don’t ask them because they are so impressed with how they have been treated. In other words, these calls aid your lead generation efforts.

If you are struggling with what to say during follow – up calls, you are not alone. Many people struggle with this and it keeps them from making follow – up calls. That need not be the case, however. The best strategy is to continue to bring value to their business. Is there a way you think they could decrease their costs or improve productivity ? Call and let them know your ideas. Even if they don’t implement any of them, they are sure to appreciate the effort.