In yesterday’s Advisor, we talked about how to recover from a bad sales call and how to get back to dialing without being in a negative headspace. In today’s Advisor, we’ll talk about another situation revolving around sales calls—the importance of a follow-up call.
According to Hubspot, 80% of sales require at least five follow-up calls before the deal reaches “Closed Won” status. Since 44% of salespeople give up after one follow-up, there really are a lot of lost opportunities for closed deals!
Following up after an initial call is very important for getting business done. Most salespeople aren’t aware as to just how important it really is! Besides the obvious, here are the main reasons for making follow-up sales calls with all prospects moving forward.
Follow-Up Calls Add Value and Create Connection
Instead of just counting on promises made during an initial meeting, a follow-up call helps a salesperson know where he or she stands in a current deal. It also helps cement your connection with a prospect and helps to develop a relationship.
Even if the deal appears to be closed, a follow-up call shows the prospect that a salesperson is interested in building a long-term relationship and isn’t only interested in short-term sales (and commission). This kind of good will ensures not only a happy customer but one who will recommend you to friends and colleagues!
Follow-Up Calls Build Trust
Part of a salesperson’s job is to reinforce a prospect’s decision about making a purchase. This process starts during the first conversation, where a salesperson walks a prospect through the reasons why a purchase is worth it. But encouragement should follow in subsequent follow-up calls, which can help to build trust. Trust in a product may turn into loyalty towards the whole brand, and that can lead to more purchases down the road.
Follow-Up Calls Address Possible Problems Earlier
Sometimes, a prospect has issues that get overlooked during the initial sales process. This can result in returns or cancellations, which spell disaster for every salesperson. By proactively working to address issues during the follow-up process, salespeople can reduce the possibility of these situations.
Make sure to encourage your prospect to ask questions, and answer all queries before ending the conversation. Besides securing the sale, you’re also letting the customer know that your organization provides excellent customer support, no matter the situation.
You Can Sell More
The most important goal of a follow-up call is to secure a sale. Based on the statistics shared at the beginning of this article, putting forth the effort to complete five follow-up calls will bring a salesperson 80% more sales on average than less total attempts per prospect.
Besides additional sales, a good relationship and trust gained from follow-up calls you’ve made will encourage consumers to purchase from you again. And if you’ve done a really good job with follow-up calls—they may just refer some new business your way.