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Following Up: The Key to A Successful Sale

By February 22, 2013March 6th, 2023Technology News

1269437_laptop_and_cellphoneDo you know that 48% of people who work in sales departments never follow up after meeting with a potential client? The average sale is also made between the 5th and the 12th contact. What that means for you is that if you don’t follow upon a potential client several times, you simply won’t make a sale. Each contact with the potential client should enhance the relationship between you and the potential client, and it shouldn’t just serve as a way to make some cash. Here are some tips on how to develop a professional relationship with a potential client so you can gain a new professional connection.

Show Your True Personality

Instead of creating generic follow-ups that include things like “it was nice meeting you,” and “if you have more questions, let me know,” speak from the heart. Of course the customer will contact you if they have any questions; that’s a given. Instead, think back to the meeting you had with the client. Did they mention anything about their lives? Maybe they just had a new baby. Ask about it. Or maybe something they said inspired you to look something up for them when you got to the office. Send it to them. Including more personal content will encourage the customer to reply to you.

Slip on The Pitch Until You Know What They Want

A single meeting won’t always tell you everything you need to know about a potential client. That’s one of the reasons it’s important to follow up – you want to learn more about the client so you can be better equipped to suggest services that will work for them. Also, pitching in a follow up email may scare the client off – they will assume you’re only after a sale, and don’t actually care about them as a person. Instead, give them some time to get to know you and what your company does. You’re much more likely to gain a new client if you take your time with asking for their business.

Jason Manteiga

Jason J. Manteiga, Vice President of Olmec Systems, has been part of the company for over the past 20 years. He believes that having a great work environment and supportive team, is the ultimate key to success. Since being in the IT realm for over 25 years, Jason, along with Olmec Systems, has been on the Inc. 5000 “List of America’s Fastest Growing Private Companies” and Channel Futures MSP 501 “Top Managed Service Providers in North America,” along with other awards and nominations. Jason earned his Bachelor Degree in Information Systems from the New Jersey Institute of Technology. He also holds certifications in Microsoft MCSE, VMWare VCP, and Cisco CCNA. In his spare time, Jason is a contributor for The Center for Social & Legal Research (Privacy Exchange) and a member of the Morris County Chamber of Commerce. His hobbies include cycling and kayaking. He currently lives in New Jersey with his wife, two daughters and son.