Making the Wrong Assumptions Could Be Costing You Sales
When it comes to our customers, never assume everything is under control because making the wrong assumptions could be costing you the sale.
It is amazing how often other people can mess up the follow-up process. For example, let’s say you meet a customer, promise to send them a catalogue, make a note for your assistant to send it, then sit back and wait for the customer to call you to place an order. Nothing happens. After a few weeks, you finally call them, only to discover they never received the catalogue.
When you investigate you find out that the catalogues were out of stock but that the people in marketing didn’t tell your assistant, who lost track of the request due to all the other things he had to do. The end result? The customer loses faith in you and your business.
Make an effort to follow up.
I make it a rule never to assume that the customer has received what I have sent them. I always make a follow-up call to check. But before I do that, I make sure that everything has worked from our end, so if the customer hasn’t received the material, I can say that it was dispatched by Mary at 5 p.m. last Friday by Express Post to this address.
Making the Wrong Assumptions, Will Cost You Sales
It is both surprising and distressing how many sales people never follow up. I have seen sales people triple their business in a few weeks simply by following up on quotes that they had sent out. They make a quick call to the customer to check that they got the quote and, while they are talking to them, take the opportunity to see if they need any more information or perhaps would like to make an order. Believe it or not, up to 80 percent of quotes are never followed up.
If your business is one of those that lets quotes slip through the cracks, implement a quote follow-up service immediately (in fact you can even outsource this).
Never assume anything in the world of sales.
Communication is king, and the better you are at it, the more diligent you are and the easier you make it for people to buy from you, the more you will sell of anything.
Originally posted on inc.com
“The opinions expressed by Smallville Contributors are their own, not those of www.smallville.com.au"
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