What’s the easiest part of making a sale to a prospective buyer?
If the person has come into your shop, business or inquired online, it’s definitely following up.
Following up is simple, often only takes a few moments and can propel sales. And yet, so few businesses do that.
If you have a car dealership and someone comes in to check out a car, that means there is some type of interest. If the buyer doesn’t immediately make a purchase, why wouldn’t you give them a call a few days or a week later just to see what his/her thoughts were.
Not only will you be able to gauge their interest in the specific vehicle they looked at and find out if they are actually in the market for a vehicle, you also have the potential to get feedback about your business, which you can use to make some minor tweaks that future buyers will find appealing.
If you sell things online, such as on recycler.com, and someone makes an inquiry about something you are selling, why would you not want to get back to them? If they send an email that has a phone number, shoot an email back. Then in a couple days follow up with a phone call if you haven’t heard back from them before then.
It’s a fairly simple thing to do, but it is often forgotten/looked over. Do what others don’t…FOLLOW UP.
Also, if you are in a business where the decision is something likely to take some thought and wrestling with the idea before a final verdict is rendered, find out what time the buyer is normally free and tell the buyer you will call them back at that time on a certain day. This can expedite their thought process because there is now a deadline on the decision. And when you successfully follow up, the buyer will know that you are a trustworthy person that will do what you say you will do.
Set the date. Follow up. Don’t make assumptions.