5 Keys to Retain More Customers- It’s About the Follow-Up

customer retention follow up

What are the keys to retaining customers once you’ve sold them?

 

“I called and asked for more information and never heard back from them, so I bought somewhere else.” This is often where salespeople fail with clients and where the very best salespeople excel.

Excellent follow-up is what differentiates the best salespeople from the rest. Whether it is follow-up with potential or existing customers, this is the key factor, along with Step 1, that separates top salespeople from the rest.

When following up properly, you need to have and do the following to make sure you can produce consistent optimal results:

 

1. VALUE OF EACH CONTACT –

Customer Relationship Management systems are many, and they have replaced other terminologies for the same thing which were known as  Database Management, Follow-up Systems, and an organized Rolodex card system.

The key with all of these systems is that they must do the following:

  1. Allow you to easily record every contact even when the client does not provide you with all of the information you would like.
  2. Make it simple and easy for a sales professional to use and find client information.
  3. Be flexible so you can manage each contact based on what the client will need and not what you or the system needs.

 

2.  DISCIPLINE

You must be sure you are going to make this part of your life. For most sales professionals, Steps 1 and 8 will likely represent 50% of their effort and time.

So you must make this part of your daily routine by doing the following:

  1. Use all three communication mediums (phone, face-to-face, and email/mail) to stay in contact with clients.
  2. Know that you will not rest until you have done everything possible to make sure you stay on track with your follow-up.

 

3.  PLAN –

Organize your days to get all of your follow-up done daily.

Below are a few suggestions I have learned from some of the best in the world:

  1. To save time, create email template letters that can be customized each time they are sent.
  2. Respond to emails as you can during the day, but make sure to follow up with every contact within 24 hours.
  3. Determine what the preferred method each client would like for you to follow-up with them is, and then use it. Don’t make them fit into your system.

Next- Keys 4 and 5

RELATED POSTS

The 9 Rules to Help Any Exhibitor Succeed at a Trade Show

The 9 Rules to Help Any Exhibitor Succeed at a Trade Show

Helpful tips for entrepreneurs to navigate trade shows.   Exhibiting at any of the hundreds trade shows that take place in the US can be a challenge for any seasoned vendor. With all the planning that goes around it, it’s a wonder how many business owners feel...

4 Definitive Examples to Understand and Serve Your Customers

4 Definitive Examples to Understand and Serve Your Customers

These four company case studies have yielded success across industries Running on Innovation, A New Solution for City Dwellers, Focus on Customers. Learn from these companies that are doing it right. Recently, I attended a public forum called Healthcare in the 21st...

Video Gallery

Johanna Godinez Latin Biz Today partner, International Yoga Day: Celebrating Unity and Wellness on June 21st
Modern version of Stoic philosopher Epictetus
A professional leads a cybersecurity training session for employees, emphasizing best practices. The photography captures the engagement of participants, showcasing the educational aspect of safeguard
Hispanic bearded male businessman trainer teaching coaching new recruitment African American female businesswoman employee in formal suit sitting studying learning company graph chart strategy
The presence of a robot using a computer. Office keyboard being typed on by machine. future IT group,.
Latino Streetwear Entrepreneur Latin Biz Today
Chef Lorena Garcia cooking with a wok
Latina Chef Loren Garcia

Polls

Which item currently represents the greatest hurdle in the growth of your business?(Required)

Sign Up for the Latin Biz Today Newsletter

PR Newswire

Featured Authors

avatar for Jane ScandurraJane Scandurra

Jane Scandurra is a global marketer, spe...

Are You a Compassionate Connector?

Innovation & Strategy

Money

Four Basic Principles for Raising Capital

Four Basic Principles for Raising Capital

Outside investors want to understand a business' strategy as well as its financial statements.   The need to raise capital from outside investors requires a great deal of preparation across multiple dimensions. Among many things, investors look to understand...

Talent/HR

Legal

Marketing

Culture

Fashion

Food

Music

Sports

Work & Life

Mindfulness

Health & Fitness

Travel & Destinations

Personal Blogs

Pin It on Pinterest