There is one vital, criminally underused weapon in a business owner’s arsenal. Once I realised and discovered the power behind this secret trick that no one does, it actually increased the amount of sales I got by 43%!
And no, I’m not going to go on another spiel about autoresponders and other nurturing techniques.
(If you haven't seen part 1, 2 and 3 - you should definitely go and visit those because they play in very nicely with this trick. And if you manage to use all these tips combined, you’re going to notice a skyrocket in your sales)
So, what better way to explain this than a story from my experience at a car dealership?
My experience meeting Eor from Whinnie The Poo.
13 months ago, I visited a car dealership - obviously to go buy a car.
Now, apart from the sales guy being extremely low energy and thought-draining to have a conversation with, I picked up an extremely valuable lesson from there.
I visited the dealership at around 10 am, it was a beautiful, sunny day. I walked in and their sales guy tried to sell me a car.
He understood that I had the money, he got my email address and he managed to squeeze my phone number out of me…
…seems to be going fine, right?
Well, I left without spending a single penny. Not because the stars weren’t aligned or because my cat needed to go for a walk, I was just out of time and needed to go see some other people in another city.
Now, I expected to get tons of calls and emails from this guy. I was expecting him to follow-up with me every day or two days at least.
Nothing.
I got nothing from him.
Now this is very worrying for 3 reasons:
This is a 5-6 figure transaction, you would expect the customer service to be on point and you would expect him to at least pretend like he cares about me.
Like I said, he knew I had money, he knew my contact details yet nothing landed in my inbox. Not even a single phone call!
He knows I want to buy a car - I might still be looking to buy one.
Now, I know most of you reading this aren’t anywhere near as lazy and low-energy as that, this is an extreme example but the lessons behind the story are still there.
Art of following up.
You guessed it, the lesson behind this story is following up with your clients and your potential clients…
…you need to stay on their radar for as long as possible, this is why I recommend you read part 1-3 of this series as well as this - it’s going to help you automate a lot of this work and altogether, will increase your sales tenfold!
So you need to understand 3 things when it comes to making sure that what happened to me, doesn't happen to your clients or potential clients…
People are busy. They have so much going on that they forget about you - I know, rude right?
Everyone respects tenacity. The person who keeps going till the job is done is universally respected.
Follow-ups cannot harm you. They’re either going to buy or not buy - it’s better to get a clear yes or no rather than a ‘maybe’.
It’s literally that simple - and like I said before, this is criminally underused. If you manage to pair this with the other lessons in part 1-3, then you’re already going to be ahead of every single one of your competitors in your area.
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