Do you want your direct sales business to be a success?
If you do, repeat sales are the answer.
Of course, you have to start with new clients. With a steady stream of new clients to keep your business moving forward then …
The real key to lasting success and continued prosperity is to make those new customers become repeat customers.
One of the best ways to retain customers is to follow up.
When you pay attention to a customer’s needs quickly, they will be more likely to feel a sense of loyalty.
Follow Up = Loyal Customers
Loyal customers are repeat customers. There are four important ways to follow up with potential and existing customers
1. If a customer sends an email or leaves a voicemail message, it is crucial that you respond as quickly as possible.
Responding through email is very easy; there is no excuse for not replying to an email immediately. But even if a phone call is needed, you still must follow up as quickly as you can. Responding on the same day is the preferred time frame, but a response on the next day is better than waiting two or three days.
Customers expect good service – if they don’t get it from you, they will move on to another direct sales representative or big box store.
2. If a customer has a problem with any product or order, you must respond with a sense of urgency.
We all have wireless devices and access to our email at almost any time of the day; sending a quick response is expected by customers. A customer will notice and remember how long it took you to respond.
The faster you respond to a problem and take care of the issue, the more likely that customer will remain loyal to you and your product line.
3. If a customer inquires about the availability or the specifications of a product, you better get motivated and respond as soon as you can.
This is a sale waiting to happen; if you miss it, you may lose out on this customer forever.
4. If a potential customer has made any contact with you, it is essential that you follow up.
Perhaps someone visited your website and left their phone number. You should follow up as quickly as possible. If you met someone at a party and they gave you their business card or phone number, it makes good business sense to follow up.
It’s astonishing that someone in direct sales would not follow up with a potential customer, but it happens ALL the time. If you are making your living in sales, then the follow up is an important part of the sales process.
The 4 Reasons Salespeople Don’t Follow Up
1. They don’t want to appear pushy.
There is no doubt that some salespeople are pushy, but people who are successful in direct sales find a good balance between being too pushy and being too casual. Calling back five times each day is pushy; calling back the same day and following up the next week is not pushy.
2. Sometimes people forget.
However, this should never happen. Use the reminders on your smartphone or use a notebook. By getting in the habit of keeping a list of things to do, you will not forget to follow up with potential customers.
3. Many individuals in direct sales have never had formal sales training.
They do not understand the importance of the follow-up. If you want repeat sales, you will need to master the art of the follow-up!
4. They only check emails intermittently.
A direct seller should be checking emails daily if not multiple times daily!
If you haven’t been making follow up a priority in your direct sales business, it’s time to do so. When you’re responsive to your customer’s needs you gain loyalty, you show that your client’s needs are important to you, and you build a long-lasting relationship which ultimately leads to repeat sales over time.
Are you following up in your direct sales business? Drop us a note; we’d love to hear from you! If you enjoyed this article — please share it on your favorite social media site.