Marketing - Why Sales Follow Up is Important?

All right, so a key part to the sales process is what we call follow-up or following up

And this is an activity that a lot of salespeople overlook or they don't spend enough time on

So why is following up important? In other words, why should salespeople spend their time on this

Well, one thing is that following up with a customer, in other words, calling them after you've made a sale, it reinforces a positive experience

You know, if you call a customer and just say thank you for shopping with us, thank you for buying from us, whatever it is, that's going to make sure that they are left with what you could call a good taste in their mouth from doing business with you

So they're going to, will be more likely to want to do business with you again

Another thing that this allows us to do is track orders. As a salesperson, you often don't have responsibility for actually delivering product to your customer

But what you don't want is a customer out there wondering whatever happened to that product that they bought from you

So this allows you to make sure okay you got what you wanted and you happy with your order That what tracking orders is all about Another opportunity that following up allows for or provides is for us to build or strengthen relationships

You know, just calling and saying hello to somebody and having a conversation that's not about trying to get them to buy more product is a great way to build or strengthen a relationship

And that's what following up allows you to do. Lastly, what it can do, despite what I just said, is following up can allow you to make additional sales

When you have another point of contact with that customer, it gives them the opportunity to say

hey, you know what, I need some other stuff. Or it gives you the opportunity to ask, you know, hey, you mentioned this other thing

Or, you know, I just wanted to check. Is there anything else we can do for you

That can lead into additional sales that otherwise might not have happened

So all of these reasons are explanations for why following up is so important, and they're examples of why effective salespeople will spend adequate time following up with existing customers