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.
Let’s look at the real estate industry for a minute. Over 80% of real estate agents clients do not remember the name of the agent that represented them in a buying or selling transaction. By being proactive in periodic follow up would more than cut that percentage in half. Clients usually won’t bother you with minor problems, but them knowing you are there for them if they need you is powerful. Continually putting your name in front of them has very positive results and will show in your sales figures.
In any sales venue, whether you are selling real estate, furniture or software, you need to ALWAYS reach out and follow-up with your clients AFTER the sale. I cannot even begin to count how many time someone has sold me something and I never heard from them again. If the sales people would have touched base with me, I’m sure I would have asked for their services again the next time I purchased something.
With computers, technology and the Internet, we have vast resources at our disposal for following up with our clients. Use these tools to your advantage to touch base with your sphere of influence. Postal or electronic emails for Christmas cards, thank you cards, birthday cards or a “Just wanted to say hi” cards are a few of several choices you have.
The most recommended follow up would be with a phone call. It only needs to be two to five minute call. Be concerned with their needs and sound authentic. A short, “Just wanted to call and see that everything is okay” or “Just wanted to see if you had any questions”, etc.
Sales people seem to not realize how powerful follow up can be. Repeat business is what we all strive for and you will get positive results by including follow up in your daily or weekly agenda.
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.
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