After your initial pitch that encourages a prospect to act in any business, including the Network Marketing business, you need to do a sales follow-up. There are several ways to do a sales follow-up, for example, via your mobile or email. It is important for Sales Representatives, also known as Independent Representatives, to master the art of a sales follow-up to keep their business moving up.
The Need to Following Up
In any business, follow up is a process required to complete an activity after introducing your product or service. You do sales follow up in your Network Marketing business to close a deal by acquiring new customers. In short, in the Direct Selling business, following up means turning a prospect into a customer.
A follow up engages customers and gives them a chance to be heard by a business. Follow-ups enable businesses to know what their prospects want and expect. And customers, too, need a platform to be in touch with businesses, and the follow-up system facilitates this communication.
The First Point of Contact and Follow Up Holds the Key
Most Direct Sellers have not experienced their prospects buying from them instantly! And you cannot expect someone you meet for the first time to buy your products or services immediately after introducing them to them. But the first point of contact that you make with your prospect is very important. And making that first impression on them counts. You do not get a second chance! However, Direct Sellers make a big mistake of having a laid-back attitude after sending the perfect intro sales email, having a great discussion, or giving a decent presentation or demo. You cannot close a deal by just sitting back and expecting the prospect to come back on their own, though in rare cases, it may happen. You need to follow up with your prospect to convert them into your customer and close the deal. Therefore, your first point of contact and the subsequent follow-up are very important and hold the key to closing a sale. Listed below are ways in which you can master the follow-up after each contact.
Raise Realistic Expectations When You Make a Sales Call
When you make a sales call, try to know what your prospect expects and what next step they want. It can reveal their interest in your product or service. Allocating enough time to a prospect will enable you to prepare well for the next interaction.
Ensure to Send an Email or Message Before and After a Sales Call
You may have a lengthy list of appointments, and that’s great. But most of those appointments that you have fixed with prospects will be forgotten by them. Therefore, you need to send reminder emails or messages a day before your upcoming interaction.
Track Follow-Ups Recorded in Your System
The first thing any Sales Representative need to do each day before they begin their day is to check their system for their appointments or meetings. There are easy-to-use CRMs that let you know if some of your prospects have not opened your reminder email; accordingly, you may call them before making a move. By sending a detailed follow-up brief after reviewing your notes and transcripts can help to give a personalized experience to your prospect.
Ensure to Keep Your CTA Clear
Keep your follow-up emails clear and to the point. Though you are immaculate, frankly speaking, the response you will get is likely to be low, especially after making a cold call. It is advisable to keep your requests gentle and simple. Avoid sending too many links or Call to Action (CTA) buttons, and if you are fixing up a meeting, keep focus only on that context.
Give a Valid Reason to Meet When You Follow-Up
Never follow up for the sake of following up. And when you follow up, always ensure to keep your call to action very clear. When you interact every time, treat it as an opportunity by giving value and showcasing testimonials – it helps. Always make it a point to have a valid reason to meet when you follow up.
Conclusion: There is no fixed rule to follow up but . . . .
There is no set formula or rule for following up. It often depends on each prospect’s mindset, financial constraints, and the influence of their close acquaintances. However, incorporating personalization in your follow-ups and gentle persistence can help you succeed in your Direct Selling. It will help to remain organized, communicative, and effectively used data to give your prospects a personalized experience. It will help to convert them into your customers. All the best.
