You put your best effort into your interactions with potential clients and customers. You provide all the information they need, answer their questions and make sure they have an understanding of why they should turn to you for their specific needs. However, even after all of these efforts, you may hear nothing back from them. It’s normal to have to follow-up with a customer.
Through a phone call or email, you may reach out and ask what they are thinking and how you may be able to help them. It’s hard not to take this personally, especially if your follow-up isn’t effective. How can you improve the follow-up to the point where it’s effective and allows you to take the next step with a client or customer?
Start by assuming the best about the client. Life is busy, and perhaps the lack of response is due to unexpected things popping up. When you follow up with a client, don’t be offended or surprised by the lack of response up until this point. Be kind and understanding in your communication with the client, and offer him or her an option to opt out. The client’s lack of response may be due to the fact that he or she is not interested and doesn’t know how to communicate that to you.
Another way to make your follow-up efforts more effective is to try reaching out at different times of day. People are bombarded by emails, texts and phone calls all day, and it’s easy for something to get lost in the shuffle. You may get a response if you simply change up when you send out your follow-up communications. Another good rule is the “three strikes” rule. This simply means that after your third attempt at communication with a client, you can assume he or she is not interested. You can then close the file and move on.
Effective communications is an important part of doing business. You’re going to have to learn how to close the deal, and part of this is mastering the art of the follow-up. Think about ways you can get better responses and have more profitable exchanges with the people you do business with.
By Meagan Kerlin for Vertu Marketing LLC