1. Customer Follow Up: 6 Top Customer
Follow up Techniques
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2. Customer Follow Up: 6 Top Customer Follow Up Techniques
Customer Follow Up
Top Customer Follow up Techniques ? how appropraite that this article should drop into my
inbox this morning. The reason being I am following up a number of contacts I have made in
the past week or so attending some excellent networking events in the Lakes.
Follow up can take many routes. Sometimes you are not sure if they are a fit and match for
your business. The truth is if you don’t put some effort in you will never know. Melina
Abbott shares some ideas here. This is based around potential sales conversations you are
having and the same applies if you have only just met someone. Melina talks about the
principle of “numbers of contacts per potentail client “.
As you will know if you have visited this site before I am a fan of Brian Tracy and he mentions
that generally we need a minimum of 7 contacts with someone before they buy. Remember to
factor that in. We do this in a number of ways. For instance we are running a free webinar on
June 16th all about how to generate sales leads to contact in the first place. You can sign up
at the link below and the end of this blog post.
Free Webinar June 16th How to Get More Sales leads
2 www.fasttrackyoursales.co.uk 08452570073 email: support@fasttrackyoursales.co.uk

3. Top Customer Follow up Techniques
Sometimes following up on prospective customers can be as nerve racking as making that
initial first cold call. You know that you need to ask prospects to make a decision, but you
don’t want to appear to be a pushy sales person. Most businesses do not follow up enough and
the results are that many customers slip through their fingers. Finding the right medium is
sometimes difficult. How do you follow up in a way that encourages prospects to buy from you?
The Art of Following Up with Prospects
Remember that at the beginning of the buying process you will have spent some time
qualifying your prospects. During this time you should try get an understanding of their buying
habits. Are they someone who is likely to make a decision quickly? Or will they need lots of
information and encouragement?
This will help you to plan your follow up tactics with each particular customer. Traditionally
most follow ups are done manually. Following a presentation you may ask prospects if they are
ready to make a decision. A week or two later you may give them a call and ask them the
same question.
What many business people don’t realise is that you need to follow up more than once or
twice. In fact sometimes you may need to follow up as many as 20 or 30 times. But not every
one of these follow ups needs to be a manual call asking for the sale. It could be a reminder
about a fast action discount expiring, a newsletter with some client testimonials, an
information sheet demonstrating the value that you offer.
You can get creative in the way that you keep in contact with prospective customers and get
them used to you contacting them. In the process you will be building a relationship with them
and demonstrating the value of your business to them.
How to follow up to increase your Conversion Rate
Realize that each prospect will react differently to your follow up process. Some customers
will be ready to buy sooner than others. Use your discernment to match your follow up
techniques to their buying behaviour.
Don’t limit the number or types of follow up methods you use. Marketing studies show that
often people need to receive information at least seven times before they may act on it. Don’t
3 www.fasttrackyoursales.co.uk 08452570073 email: support@fasttrackyoursales.co.uk

4. give up just because you get a no on the first follow up call, it may be that the prospect just
needs a little more encouragement or information to make their decision.
Provide prospects something of value each time that you follow up with them. It could be a
special offer or incentive to get them to make a decision now. It could be copies of customer
testimonials that demonstrate the value of your business. With each follow up you should show
them ways in which they can benefit from working with your company.
Have a schedule with reminders that prompt you to follow up, don’t rely on your own memory.
When follow up’s are less strategic they are often less effective.
Focus on building a genuine relationship with your prospective customers. When people trust
you they will be more inclined to buy from you. Even if they don’t buy today, because they
have a relationship with you when they are ready to buy you will naturally be their first
choice.
You need to be creative and flexible in your follow up process. But you should still have a
follow up plan carefully mapped out. By being deliberate in your follow up efforts you can
make sure that each time you contact prospects you are offering them something of value.
Even if it takes some time, the process will lead the clients through the buying process and
show them how they can benefit from working with you. You can also then track your progress
and know which prospects you should be investing the most time and effort with.
We hope you found this article by Melina useful ? Remember having an online presence will
help in connecting with your audience and speeding this process along. It might be a useful
Article like this that you share, perhaps a share on linkedIn, or a Tweet or facebook comment.
All of this add’s up and puts credit in your ” know like follow ” bank account.
As they say int North it is cracking the flags [ for our US and Aussies visitors and those south
of Watford gap this means warm and sunny ] today so a trip to Milnthorpe butchers is in order
for the best cumberland sausages around and a BBQ weekend.
Best Wishes
Denise and Sharon
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5. About Fast Track Your Sales
We are a web marketing company based in the UK we help our clients get more sales
leads.
We provide a range of services:
 Marketing and Sales Strategy
 Product Launch Planning and implementation
 Copywriting
 Sales letter creation
 Lead Generation Website
 Affordable Websites
 SEO
 Social Media Marketing
To find out more either email us or call us at the numbers below
Email: support[at]fasttrackyoursales[dot]co.uk
Tel: 08452570073
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