12/29/2008 5:52:00 AM
Content Provided By Mike Lyon- www.doyouconvert.com
What a powerful speaker Nicky Joy is! In a recent speech, she had a phrase that was extremely relevant. “Follow-Up is your first customer service test.”How true! So many sales executives have trouble following up after a motivated buyer has graced their doorstep. With that being the case, one can only assume all of those internet and phone leads are not getting the royal treatment they deserve. If your sales are all that you want, great for you, but consider the questions below. Nearly every sales person I have met could do better, even if they are already pretty good!
Buyers are more than a little reluctant to walk through that door considering the economic climate and all the related variables. But they are still shopping! Add to that an already busy schedule full of soccer games, oil changes, church, cooking dinner, dance recitals and limited family time and it becomes obvious why doing their initial research on the web has become so prevalent and more important for them, and for you! Your new customers are using the internet to shop, research, compare and narrow down their choices. Ultimately, they use the process of elimination to narrow down their selection to an average of 2-3 builders or homes. Then, they’ll probably reach out to you digitally and ask those final comparison questions. By the time they get in front of your face, many times they are somewhat qualified, and treating them that way is essential to your profitability.
It is at this critical moment that you have an opportunity to gain—or lose—a customer. You are being tested. How you follow-up is setting the standard for both you and your company. You are the face of your company at this point, regardless of the quality of your product, price point or other variables.
Consider these questions and then ask yourself if you would pass or fail the follow-up test. More...
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