30 Seconds can make you a lot of Dollars
30 Seconds can make you a lot of Dollars
At one point when Dawn was away from the customer gathering accessories to show him I suggested she get the customer’s name and phone number. The customer left with all of the information about Dawn’s products and service. An hour later Dawn called the customer saying, “Hi, Mr. James, this is Dawn at ABC Wireless Telephone Co. I want to thank you for giving me the opportunity to show you all the exclusive benefits we offer, and I must apologize as I forgot to tell you about our exclusive 30 day satisfaction guarantee.” Dawn went on to explain all of the benefits of the satisfaction guarantee and highlighted other benefits she had already covered with the customer.
Within one hour the customer was back in the store purchasing his twenty new wireless telephones from Dawn and telling her that although her price was not the lowest he had found, the follow-up telephone call she made to him convinced him she was the salesperson to purchase from.
A follow-up call is a telephone call made to the purchaser of your goods and services within 12 hours of the sale. The reasons for making such a call:
1. Your customer will feel you care about them, thus helping to build a relationship.
2. You find out if the customer is satisfied with your service, your products and your treatment of them. If they are not fully satisfied the follow-up call gives you the opportunity to find out and fix problems. It is much better for you to call the customer and find out the problem than to have them call you complaining or worse. Plus, when you call and correct the problem, they will tell their friends and colleagues what a great person you are to do business with, not the negatives of the problem they were having.
3. When you call you have the opportunity to sell them add-on products and services. These are goods that enhance the products or services you have already sold them. An insurance agent who just sold a client a life insurance policy has the opportunity to sell the client’s spouse a policy with this additional 100% customer- centered contact. My jewelry store sales professionals increased their sales over 20% just by simply mentioning add-on accessories during their follow-up calls.
4. The opportunity is never better to sell a customer additional products as when they have just told you they are completely satisfied with the purchase they have just made. You can mention to them that other items you sell are on sale or going on sale and you want to give them the first opportunity to purchase them at the lower price. Also, if you happened to hear or see them becoming interested in other items you sell while they were buying the item you are calling about, the follow-up call gives you a great opportunity to sell these other items.
5. Follow-up calls are great opportunities for you to ask for referrals and testimonials. The best time to ask a satisfied customer for anything is when they are telling you they are satisfied.
Use follow-up calls to build relationships and gain repeat sales from all of your satisfied customers. A little follow up goes a long way when it comes to making a customer feel important and taken care of.
30 Seconds can make you a lot of Dollars - To learn more about this author, visit Bob Janet's Website.
Like this article? Share it with your friends
During an assignment teaching wireless telephone sales professionals, I was observing Dawn, who was relatively new in selling, going through her sales presentation with a customer shopping for twenty telephones for his company. Although she was doing a fine job of asking questions and listening for closing opportunities, it was apparent that the customer had been shopping other wireless telephone stores and was going to continue to shop others before making a buying decision.
At one point when Dawn was away from the customer gathering accessories to show him I suggested she get the customer’s name and phone number. The customer left with all of the information about Dawn’s products and service. An hour later Dawn called the customer saying, “Hi, Mr. James, this is Dawn at ABC Wireless Telephone Co. I want to thank you for giving me the opportunity to show you all the exclusive benefits we offer, and I must apologize as I forgot to tell you about our exclusive 30 day satisfaction guarantee.” Dawn went on to explain all of the benefits of the satisfaction guarantee and highlighted other benefits she had already covered with the customer.
Within one hour the customer was back in the store purchasing his twenty new wireless telephones from Dawn and telling her that although her price was not the lowest he had found, the follow-up telephone call she made to him convinced him she was the salesperson to purchase from.
A follow-up call is a telephone call made to the purchaser of your goods and services within 12 hours of the sale. The reasons for making such a call:
1. Your customer will feel you care about them, thus helping to build a relationship.
2. You find out if the customer is satisfied with your service, your products and your treatment of them. If they are not fully satisfied the follow-up call gives you the opportunity to find out and fix problems. It is much better for you to call the customer and find out the problem than to have them call you complaining or worse. Plus, when you call and correct the problem, they will tell their friends and colleagues what a great person you are to do business with, not the negatives of the problem they were having.
3. When you call you have the opportunity to sell them add-on products and services. These are goods that enhance the products or services you have already sold them. An insurance agent who just sold a client a life insurance policy has the opportunity to sell the client’s spouse a policy with this additional 100% customer- centered contact. My jewelry store sales professionals increased their sales over 20% just by simply mentioning add-on accessories during their follow-up calls.
4. The opportunity is never better to sell a customer additional products as when they have just told you they are completely satisfied with the purchase they have just made. You can mention to them that other items you sell are on sale or going on sale and you want to give them the first opportunity to purchase them at the lower price. Also, if you happened to hear or see them becoming interested in other items you sell while they were buying the item you are calling about, the follow-up call gives you a great opportunity to sell these other items.
5. Follow-up calls are great opportunities for you to ask for referrals and testimonials. The best time to ask a satisfied customer for anything is when they are telling you they are satisfied.
Use follow-up calls to build relationships and gain repeat sales from all of your satisfied customers. A little follow up goes a long way when it comes to making a customer feel important and taken care of.
30 Seconds can make you a lot of Dollars - To learn more about this author, visit Bob Janet's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
|||
Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Bob's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
|
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Client-Attracting Web Copy Customer Focus Get 'em Good or Get 'em Gone! Home Party Plan Mistakes SEO Made Easy |
|
 | ||
 |
Top 50 Business Plans
Top Business Plan Blogs | |
 |
Top 50 HR Blogs 2009
Top 50 HR Blogs 2009 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||