August 30, 2013
The coaching call this week was FULL of useful information. Amelia, one of our members, suggested the topic should be about following up with potential clients after the initial contact.
Amelia is a professional sales person and she knows a thing or two about selling. Here’s some of the advice she gave…
Most people don’t followup after the initial sales contact, but that’s the most important part of the sales process.
For example, Jennifer gave some free samples of her cookies to local businesses. She also gave them a sales letter saying that her cookies and brownies are great for events, gifts or personal treats. It’s an awesome guerrilla marketing tactic, but she hasn’t had much response yet.
Amelia suggested that she followup with each business 3 days after she drops off a sample to ask the following questions:
1) Did you like the cookies that I dropped off the other day?
2) Do you have any events coming up?
3) Would you like to order some cookies for it/them?
4) Who do I talk to about placing an order?
According to Amelia, “If you don’t ask for the sale, you’ll rarely get it. People want to buy, they’re just waiting for you to ask them to buy.”
She also says the followup call is a sign of professionalism and it conveys to people that you’re a legitimate business that’s eager to serve them.
Sometimes, the client will say they’re not ready to order now, but they might be in a week or a month. It’s important to set a date in your calendar and call them back when they said they might be ready.
Brad, who’s also on our coaching call, is quite a good sales person in his own right. He had some advice for leaving the dreaded voice mail. Here’s what he’d say:
“Hi [name]. I’m calling to see how you liked the free cookie samples I dropped off a few days ago. If you like them and me, you can order some more on sdand.co.”
If you’re worried that followup calls will annoy your clients, don’t. According to Brad, “You’re not bothering them; you’re serving them.”
A good tactic to get the first sale from a client who enjoyed your free sample is to offer a discount on your best selling item. Brad would say, “I’m glad you liked them. I’m offering a 15% discount on my best selling item right now. Would you like to order 2 dozen?”
This is great advice for Jennifer and for all of us. You may not be selling cookies, but you can use the same guerrilla marketing tactics and followup principals for whatever you are selling.
Next week, I’m going to suggest a tracking system that you can use to keep track of your clients, samples and followup calls. Good organization will make this process a lot easier.