Who is your sphere of influence? It is not just past clients. It consists of friends, neighbors, possible acquaintances, co-workers, etc. Every client could result in 3 to 5 sales. It's a simple formula and many successful sales professionals have proven it over and over again. The answer is simple. Keep in touch with your clients after the sale. Seems relatively easy but you would be amazed of how many sales people do not practice this daily or weekly goal setting.
We have all heard of the 80/20 rule. This rule suggests two things. One is 20% of sales professionals do 80% of the business or two, 80% of your sales come from 20% of your sphere of influence. Let's look more closely at the second scenario.
In real estate for example, we need to stay in touch with our buyers after the sale to find out if any problems exist. Remember, they will call you if there is a major problem, but won't bother you with the "little" things, but it's those little things that will prevent them from referring others or buying from you again. You will never know if any problems exist if you don't stay in touch.
Always consider each customer or client in multiples. Every client could potentially produce 3 to 5 more clients. The one way to assure this will happen is to always touch base with your clients AFTER the sale. Always focus on treating your clients as you would want to be treated.
With advanced technology, there is no excuse for you NOT to reach out and touch your past clients. Some of the resources available for you to follow up with your clients are written thank you cards, birthday or anniversary cards, or periodic emails.
But let's don't forget the original phone call method. It has been around forever and is still the most powerful follow up tool to communicate with our customers and clients. A "Just called to see how you are" or "Just following up to see if you have any questions" can carry a long way with the client.
We tend to get busy and lose focus on how crucial our past clients can keep our pipeline filled. There is something to be said for "follow up" if 80% of our business is generated from 20% of past clients and referrals.
Add this "follow up with my sphere of influence" to your daily or weekly calendar. By doing so, you will see your sales increase significantly if not skyrocket to the top. - 31387
We have all heard of the 80/20 rule. This rule suggests two things. One is 20% of sales professionals do 80% of the business or two, 80% of your sales come from 20% of your sphere of influence. Let's look more closely at the second scenario.
In real estate for example, we need to stay in touch with our buyers after the sale to find out if any problems exist. Remember, they will call you if there is a major problem, but won't bother you with the "little" things, but it's those little things that will prevent them from referring others or buying from you again. You will never know if any problems exist if you don't stay in touch.
Always consider each customer or client in multiples. Every client could potentially produce 3 to 5 more clients. The one way to assure this will happen is to always touch base with your clients AFTER the sale. Always focus on treating your clients as you would want to be treated.
With advanced technology, there is no excuse for you NOT to reach out and touch your past clients. Some of the resources available for you to follow up with your clients are written thank you cards, birthday or anniversary cards, or periodic emails.
But let's don't forget the original phone call method. It has been around forever and is still the most powerful follow up tool to communicate with our customers and clients. A "Just called to see how you are" or "Just following up to see if you have any questions" can carry a long way with the client.
We tend to get busy and lose focus on how crucial our past clients can keep our pipeline filled. There is something to be said for "follow up" if 80% of our business is generated from 20% of past clients and referrals.
Add this "follow up with my sphere of influence" to your daily or weekly calendar. By doing so, you will see your sales increase significantly if not skyrocket to the top. - 31387
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