Answer to Question #212440 in Management for @bridget

Question

Identify and explain the steps involved when following up on a sale. Be practical in your 

discussion of the steps.

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Answer 1

Steps to effectively follow up on a sale include:

1.Sending a thank you note. This can either be by email or a simple card enclosed with the invoice. To be effective, the message should be polite and encouraging customer return e.g. "We are here for you". It should also contain particular contact details of the business in case has a question or concern.

2.A check in: it's a good strategy to follow up with a client a week or two after a sale to find out their contentedness with the product/service, as long as one does not overdo it. The salesperson should focus on the client's needs, opinions and concerns and not try to make a sale at this stage.

3.Keeping the lines of communication open: one should first ask for their client's permission to communicate with them. If consent is granted, one should send helpful, high-value content information and advice based on the client's needs and interests e.g. articles, educational webinars etc. This phase is important as it consolidates trust between the business and the customer.

4.Thinking second scale: talking to active clients is the key to future sales. Creating a relationship by establishing regular contact will help one understand their needs and thus develop product improvements as well as complementary products.

5.Asking for referrals: happy customers make the best advocates because third-party claims of excellence are weightier than self-promotion. Recommendations from a customer who has used the business' services/products has an added value of trust and credibility.