As a sales professional, you’ve probably heard that following up is essential to winning the sale. Did you know only 3% of your prospects are ready to buy now. 17% are in information gathering mode and 20% are aware they have a problem. If all your marketing is screaming buy now you are only hitting 3% of your potential customers.
You may be wondering how to get the ball rolling with your follow up plans. Listed below are three important reasons why you should follow up with prospects and clients. In addition to following up on sales opportunities, you should also establish a relationship with your prospective clients. These relationships will help you close more sales.
A great follow-up system is dynamic. It should be flexible and adaptable, so that it can keep up with your client’s needs. It should be easy to manage and be easy to adapt to changes in priorities or information. In addition, it should be easy to keep track of all your follow-up activities in one place, so you can focus on completing the next step in the sales process. Once you’ve developed a follow-up system, you can make tweaks to it as necessary.
The heart of gratitude is the foundation of good follow-up. Even if you don’t know the customer personally, you can still build a relationship with him or her. Your follow-up communications should address his or her concerns and needs. It’s best to follow up quickly after an initial meeting, as a quick follow-up can go a long way. When you follow up with a customer, you’ll be more likely to get the sale.
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