Follow Up for Absolute Greatest Business Success 2020
How & Why Follow-Up Works
Definition of Follow-Up: (Noun) An action or thing that serves to increase the effectiveness of a previous one, as a second or subsequent visit.
Advertising is about maximizing the return on investment for your advertising dollars. You carefully target your clients, create professional ads, maximize your media presence, and get a great response. Now what happens?
Here is a SECRET: THE FORTUNE IS IN THE FOLLOW-UP!
Follow-Up: The Typical Response
When a potential prospect requests information, most businesses send it out promptly. They send a card, a brochure, or an e-mail, maybe make a phone call, or send a fax. Then they do nothing at all. The typical business does not follow-up. Think about it, when were the last few purchases you made? Did any company follow-up with you?
They just sit back and wait. And wait. And wait…
If a customer actually makes a purchase, most businesses will sincerely say “Thank You.” Then they do nothing at all. Imagine if they did, would that make a difference?
They just sit back and wait. And wait. And wait…
Follow-Up With Prospects
People have many reasons for not immediately making a desired purchase, or giving you the response you want. They may be shopping around, or procrastinating. They may be very busy, or distracted, or broke, or tired. They may have just forgotten, or misplaced your information. They may not be ready, or maybe they’re just not comfortable trusting you yet.
Lot’s of things can go wrong in the purchase process.
It’s your job to follow-up with these customers. If your company gives the typical response, and will just follow-up a single time with prospective clients, then your advertising return on investment is not even close to being maximized.
And how do prospects respond when you again? This is about human nature. People respect a company that is organized enough to follow-up in a planned fashion. Because so many companies don’t follow-up, you stand out from the crowd. You follow-up, and you win customers.
You never know where a prospect is in the sales process unless you stay in contact long enough to find out. And with each contact follow-up you make, you increase the odds that a client will act on your offer.
Follow-Up With Existing Customers
Surprisingly, few businesses actively follow-up with their existing clients. This is a mistake. Your existing customers produce more sales at a lower cost to you. They already know and trust you.
Harvard Business Review reported that companies could increase profits by up to 85% simply by decreasing customer defections by 5%. Customer retention is unequivocally the most important process your company must do.
If you follow-up, it will help you to identify problems that customers had but didn’t complain about. This will allow you to resolve those problems and keep those customers. You are providing excellent customer service, and you will generate positive and ongoing word of mouth advertising about your company. A little follow-up goes a long way.
Well, it’s true. Think of customer retention as pebbles rolling down a mountainside. Happy customers spread the word, and soon you can have an avalanche on your hands. Follow-up is the key.
Follow-up works to build customer loyalty. It’s how you tell your customers that they are important. Research shows that 68% of customers that don’t return to a company say that the company never contacted them, was indifferent, or had a poor attitude. Sending your customers follow-up cards is the solution.
And of course your competition is trying to win your customers. But you can beat them. A follow-up personal card is more powerful that a full page ad in the New York Times. If you invest in your customers, they will keep bringing – and sending – you business for life. No competitor will be able to win them away if you stay in contact and follow-up with your customers.
Creating a Follow-Up Program
The first thing to do is to decide how many times you want follow-up.The more difficult your products are to understand, and the more expensive they are, the greater number of times you will want to follow-up.
Decide how often you want to contact your customer. Give them enough time to consider your offer, but not enough time to forget about you. Consider asking existing clients about what they consider appropriate follow-up times to be.
Your follow-up cards or conversations should be crafted as carefully as your initial offer. Tell your prospects that you are making sure they are well informed. Remind them that they had previously requested information. Give additional information if possible, and offer to answer questions.
Consider adding extra benefits in your follow-up cards. Maybe a gift card or a box of brownies! Always thank them for considering your products, and ask for the sale. You might ask permission to follow-up again later. If they decline, you will save a little money, and maybe lessen any negative feedback.
Your advertising brought them in. Now it’s your job to close the sale. Follow-Up is the absolute most powerful way to win on-going new and repeat business and Buy Instagram Followers Australia .