Episode 21
Completing the Sales Cycle: Follow-up Matters
In this episode we talk about what happens after a sale is made. There’s plenty that happens in this final step of the sales cycle that contributes to building a strong client base and keeping business on the books. Today Sabine and Heather talk about follow-up as a critical business strategy to build credibility, trust, future sales, and a client base that no competitor can poach from. In their Say That Again segment, they role play the critical conversation between an FR and a new client in the delivery appointment to demonstrate the importance of this step.
Episode Highlights
01:50 The two keys to building solid, lasting relationships are following through on your commitment and staying in touch on a regular basis.
05:10 Making people feel good about what they did is really important, especially down the road when they think about “why am I paying for this? Why am I spending money on something I don’t actually have in my hand?” It’s a major opportunity to guarantee persistence and set mutual expectations.
14:26 The post-sales service and delivery is a long-term process but it is how you maintain good persistence. This is one of the little anchors that you put down in your clients to keep them on the books.
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