There is always economic uncertainty and there is always increasing competition in just about every industry sector.
How do we set ourselves apart from almost all the competition?
How do we deliver a service to our clients over and above their expectations?
The answer is by following up avidly and enthusiastically.
But why? #
The basic service is to deliver a quote or proposal.
To go above and beyond: contact clients after the quote or proposal has been sent, as a gentle reminder, at the very least, that you have fulfilled your promise.
Just think, your quote might be to help them comply with a statutory requirement for Health & Safety compliance – it’s vitally important. It might be a life or death situation.
Why do the vast majority of business owners and sales and marketing people not make the little bit extra effort?
After all, they will have invested considerable, time, money and energy becoming experts in their field.
They will have invested considerable time, money and energy developing their product or service proposition.
But…..
The spanner in the works #
Often the reason is that other duties and life in general, interferes with an effective and consistent follow up programme.
To be effective and consistent with our follow ups, we have to develop an effective system and process.
The best way is to incorporate a customer relationship management system into our businesses and to actually use it!
However, until that is fully integrated into our organisations, we can make a start today, by building a follow up call/ email rota into our electronic calendars. It’s straightforward. It’s not rocket science. But as an important first step, it will do the trick!
Please, please follow up. If you need help and support with putting an effective process in place, I’m not going to plead with you any more, but let’s have a chat.
Thank you for reading.
