Following Up- How Much is Too Much?

One of the best pieces of advice I've ever received was from my supervisor at a sales gig.

He told me:

You're not dating [your clients], you don't have to worry if you're bugging them by calling them. 

He then told me about a man who was selling him a product-painting module. This man had called seven times in the past 5 days. My supervisor had full intent to buy the machine, but by the man constantly calling, it made him want to buy it sooner. If this man had stopped calling, he would have most likely tossed that project onto the back burner, or at the very least forgot who it was that called him in the first place.

Not only that, but following up often does more than that. Your clients and customers will grow to know your name, and what you stand for. Perhaps next time they are in need of what you have, they will remember that you remembered them. You must keep in mind that you are sparking an interest when you offer a sale. If the customer has a chance to forget who you are, they may keep that interest, but they'll take their search to the first name that pops up on Google, not you.

More commonly, we've seen the benefits of customer follow-ups after they buy from you as well. Making sure that they are satisfied shows that you want to have a good relationship with the customer, as well as fosters good communication. This lets them know that if they have questions, they can come to you.

This also works well for both parties if you take into account that by communicating with the customer, you can learn how to better provide for them. There's no need to pay for market research if you take a few minutes out of your day and ask them directly how they're doing with your product, and what they'd like to see from you.

Never forget that your customer is many other companies' customer as well.



So the question for the day is: What will you do for your customers to make your company stand out?