The Magic of Persistence: Why Follow-Ups Are Crucial in Sales!
Jun 07, 2024
Hello, service industry entrepreneurs and sales managers! If you've ever heard the adage "Consistency is key," then you're on the right track, especially when it comes to follow-ups. Think about this for a minute, how many times did you think about something before you bought it? It was a lot, right?!
The Power of Multiple Touches
Have you ever made a pitch to a potential customer and felt the deal slip away because you didn’t hear back? Well, one touch is rarely enough to seal the deal. According to various studies, it often takes an average of 7 to 12 touches to convert a prospect into a customer. Yes, you read that right, up to a dozen interactions may be required before you hear that elusive and ever-sweet "yes!"
Breaking Down The Follow-Up Process
Touch 1: The Introduction
The first touch is your initial contact. This is when you introduce yourself and your services. Whether it's a cold call, a meeting, or an introductory email, make it impactful and memorable.
Touch 2-4: Building the Relationship
These touches should focus on building rapport and trust. Share useful tips, perhaps through a newsletter, or offer a free consultation. During these interactions, your aim should be to show your expertise and reliability.
Touch 5-7: Introduce Offers
By the fifth touch, it's a good time to introduce special offers or incentives. This could be a limited-time discount or a value-added service that sets you apart from competitors.
Touch 8-10: Address Concerns & Objections
Expect objections and concerns; they’re an integral part of the sales process. Use these touches to address any issues your prospect may have. Offering case studies, testimonials, or direct answers can be highly effective here.
Touch 11-12: The Close
If you've successfully navigated through the previous steps, your prospect is now warmed up for the close. Reiterate the benefits and value of your service, ask for the sale, and make it easy for them to say "yes."
The Power of Automation
This can not be stressed enough, automating your follow-up process can be a game-changer. Use Customer Relationship Management (CRM) software to schedule your follow-ups so no potential customer falls through the cracks. There is no shortage of CRM programs out there, do some research, choose the one that fits your business and personality the best, and go with it.
Takeaway
Remember, persistence pays off! The more consistent and strategic you are with your follow-up process, the higher your chances of converting those maybes into a definitive "yes." So keep those touches coming and empower your home services business to scale new heights!
To all the unstoppable servicepreneurs and sales managers out there, here's to your success in mastering the art of follow-up!
Ready to Take Another Step in Your Sales Game?
If you're a service-based entrepreneur or sales manager looking to maximize your impact and boost your sales, it starts with a shift in perspective.
You can't expect customers to say yes right away, so don't be discouraged when you don't get the sale immediately. Be persistent and always follow their lead.
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