The Importance of Follow-Up

Follow-up is the seventh and one of the most critical steps in The Seven Steps to Every Sale. It is the process of staying in touch with your clients after the sale to build a long-term relationship and ensure their continued loyalty.

Why is Follow-Up So Important?

• It's Cheaper to Keep a Customer: It costs six times more to acquire a new customer than to sell something to an existing one.
• The Clutter Factor: Your customers are constantly bombarded with marketing messages. If you are not consistently in front of them, they will forget about you.
• The Cool-Off Factor: A customer's enthusiasm for your product or service will naturally wane after the sale. Consistent follow-up is necessary to keep them "hot."
• It Builds Bulletproof Relationships: A systematic and personal follow-up process can turn your clients into your friends, making them impervious to your competitors.

The Goal of Follow-Up

The goal of follow-up is to move beyond a transactional relationship to a personal one. It is to become a trusted advisor and a valuable resource for your clients. The ultimate goal is to achieve Top-of-Mind Awareness and become an integral part of their lives and businesses.

See The 10 Steps to Great Follow-up for a detailed process.