The meaning and understanding of sales have evolved drastically over time. In the past, sales meant only buying and selling of goods.
But now making sales happen isn’t an easy task to accomplish. Sales mean not only the transaction of goods but also knowing about customer’s needs and requirements. Proper analysis of the needs and requirements of the customers is mandatory to keep the wheels of sales turning.
Usually, it is a toiling task to captivate a client for the long term. Therefore, it is essential for any organization to keep good sales rep that can follow up nicely.
Follow-ups demonstrate your determination to build relationships with your customers, and most significant sales are the end result of a good customer relationship.
In order to carry out your sales in a sequenced format, you need to avoid the commission of certain mistakes, which could lead to huge losses to the business.
The following list presents the seven most important mistakes that are ruination to the growth and success of the firm, despite all efforts. Some minor mistakes and unwanted negligence’s can cause a hard time for the business.
1. Lethargy or delayed response- Not following up quickly
In order to generate a sale, it becomes vital for the sales rep to follow up quickly with the lead. [Tweet “#fact 48% salespeople never follow up, 25% make a second contact,12% make more than 3 contacts”] You must keep in mind that your lead is also the lead for your competitor. If you hold on in replying to your leads, then it might happen that you will lose your prospect. Moreover, if you take too much time, it might give an impression to your client that you are not bothered about them. This will frame a negative image of you & your organization.
2. Leaving the outcome upon the whims of the client
The seller, after a point of time, leaves the ultimate decision making to the client. As a simple sales tip, it is suggested not to allow your customers go somewhere else when you are there. It means that take the ownership of the further steps after initiating the lead. You shall persuade the customer in a way that you leave no stone unturned. But ensure that customers shall not feel that you are following the attitude of a dictator.
3. Blabbering (unnecessarily talking)
While dealing with the customers your main aim shall be listening to the customers’ problem and providing a solution to them. Many times it might happen that instead of listening to their requirements you start talking about your own presumptions about the customers’ needs. This will not going to help you in the long run and will not allow you to build long term relations with your customers. At the end of the day, your relationship with the customers will be looked upon and not the sales pitch.
4. Over Defensiveness
During following up your clients, you might have to answer a lot of questions. A very kind suggestion is not to over explain anything. Rather, you can ask some meaningful questions. For instance, in the following conversation:
Client: Your offer is good, but it seems to be very expensive.
Instead of giving an explanation to your customers you may inquire: “what particularly makes you feel that?” This might take them away from their point and will let you have a greater control over the conversation.
5. Lack of Pre-Knowledge
When you don’t have sufficient knowledge about the product, then it might happen that you grope for words in the middle of the talk with the customers. This is a much-known fact that the future relationship with the customer depends on what you answer. Therefore, it is important for you to be prepared before making a follow-up call to the customer.
6. Conversation Initiation
As the old saying goes “First impression is the last impression”. The way you start your follow up call makes a huge difference and could become a game changer in the future. Some inappropriate openings include:
“I was calling you to inquire about the email I sent.”
“I am calling you to see if you have any queries.”
Such statements make a mundane image of the seller, which refrain the customers from trusting the seller; though he tries his best and is truthful to his words.
7. Excessive Calls
If you follow up too much, it might happen that your client gets irritated with you. It will reduce the impact that your product is intended to create. Hence, in case of no response or inappropriate response by the buyer, you should wait for their response patiently, rather than pestering them time and again.
The above are a few glimpses to the broad parameters of flaws made by the sellers, resulting in unexpected damages to the organization as well as the buyer.
Hence, it is mandatory for the sellers to keep the above mistakes in their mind and make sure that they don’t commit them during their calls.
This are my views towards the concept of sales follow up. It could vary from individual to individual. I welcome diverse opinions and suggestions to our explanations.