Developing a Follow-Up System That Works

April 30, 2012 — 1,057 views  
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Sales is a difficult field, as professionals need to find ways to persuade prospective clients into making spontaneous decisions. Whether he or she is selling new products or upgrades to existing services, an effective salesperson can balance savvy marketing skills with a thorough follow up system.

A well-established program of this kind can increase sales and reduce advertising expense, improve customer satisfaction, accelerate cash flow and improve a company's reputation in the marketplace.

Sales associates can design an effective follow up system with relative ease. Almost every business contract begins with an initial pitch, and decision makers often take time to think over offered deals before buying into any one of them. A salesperson can improve his or her odds of reaching an agreement by sending thank you notes a day or two after the initial pitch. The short-term system can help keep an idea in the minds of prospects.

On a more long-term scale, salespeople should check back every 90 days with potential buyers, whether the prospects in question have signed a contract or not. Keeping in touch with all possible clients can show additional attention to detail, improving a brand's reputation and client retention practices.