Effective Selling Part 5-Close And Follow Through
Now that you have finished your winning business presentation, and you have a prospect willing to invest in your company and products, there are a few things that you need to keep in mind.
Now is the time to clear up any questions that they may have about the company and products. Make sure they are satisfied and that they have no other concerns about you and your business pitch.
Cover any issues that they may have. Do they understand the return policy so that if they get a product that is not right for them they will know what they have to do to send it back. Make sure that they understand all the maintenance issues.
Once you have gotten your customer to place an order ask if there are any other products that they may like to purchase at that time. Some companies require you to order a certain amount of their products each month others don’t have such requirements on ordering. Make sure the customer has everything they need and want before you place their order.
Now that you have that person as a customer find out if they have any friends or family that may be interested in your company and products. If they don’t plan on selling the products themselves to earn an extra income they may give you the names of people that they know that you may want to contact about your business. This will increase the names on your contact list. Every time you talk to someone or gain a new customer you always want to ask for referrals that you can add to your contact list.
As this person continues to be a customer of yours build a relationship with them. Call them periodically to see if they have all that they need and when they may need to order more. Send out e-mails to tell them when you are having a sale and what the sale will include. Keep a list of the items they order most and keep them updated of any changes about that product, like when it goes on sale or if it is going to be discontinued.
The more you care and show that you care the longer that customer will be with your business, giving you a very successful business. Not caring is a sure fire way to lose a customer. And don’t just say you care go out of your way to prove it.
About the Author: Mike Cosentino is a professional development expert, entrepreneur, and a top sales trainer read more of his topics or subscribe to his free newsletter at www.mikecosentino.net
More articles by Mike Cosentino
Print Article | Download PDF | 24 views | Jun 27 2008
|
