After sales follow-up techniques to generate profit
Landing up a sale is the most awaited milestone for a company, especially small businesses. However, selling a product to the customer doesn’t stop the sales flow. After sales services are equally important as the selling process. For this, a company needs to be equipped with proper sales follow-up techniques that will demonstrate their commitment to customer service, build customers’ loyalty and help generate repeat profit. The time immediately following a sale is known as “the honeymoon phase,” and it is described by a high degree of enthusiasm on both sides. Your client has just met a need or solved a problem, and your business has just closed a contract. However, this is a vulnerable period. Your attitude at this stage will make or break the customer’s future relationship.
After sales follow-up techniques and tricks go beyond making feedback calls and asking for referrals. They are about connecting the company and customer together in a bond. Here are some sales follow-up techniques that will help you to build customer loyalty.
Show empathy and support
A simple gesture such as sending a thank you note after the purchasal can go a long way in strengthening your relationship with the customer. Contacting the customers to ensure that they are happy with the product, providing reassurance, letting your customers know that the goods have arrived, following up to ensure goods have been received, providing updates on delivery or service arrangements, checking up on a new installation and referring customers to your online service can generate customer testimonials and referrals.
Interacting with customers on a higher level
Request permission from your clients to speak with them. Then, based on their needs and desires, give them useful information and advice. Concentrate on material with a high perceived value, such as guides, blogs, or educational webinars. This is the stage in which you and your client’s confidence is being established. Daily interaction will encourage you in better understanding their needs and will provide you with suggestions for product enhancements.
Most consumers appreciate personalized care and attention. Remembering your customer’s name, or a previous interaction with them, helps your customer feel they ‘belong’ to your business. Loyalty strategies are the greatest weapon to strengthen your customer’s devotion to your business:
- Offer rewards for new customer referrals
- Start a loyalty club and offer discounts to members
- Send birthday cards and seasonal greetings offering gift promotions (consider religious sensitivities)
- Invite your customer to open an online or in-store account with your business.
- Invite your customers to keep in touch through social media channels.
- Offer incentives for product recommendations or new customer referrals if they are satisfied with your product.
Speaking with previous customers who have already purchased will seem to be a waste of time, but it is actually the key to future sales. Every company’s sales and marketing strategy should include a plan for after sales follow-up techniques. You must amplify your value beyond the sale if you want to resonate with your consumers long after your product has wowed them. Not only will this help ensure customer loyalty, but it will also help drive referrals to your business.