Selling Professional Services - Page 10
Contact the prospective customer once again within three days. You can always reopen a negotiation with new information, new price, new terms, a better offer following discussions with your boss. Keep your customer informed. Educate your customer to appreciate the benefit you offer and your competitive advantage. After making a sale, contact the customer within four weeks with a view to making the next sale. Follow up direct mail with a telephone call. Follow a presentation, visit or discussion with a note, small gift or a "thank-you" card. Many businesses have been completely turned around by the simple technique of getting each salesperson to send out a number of thank you cards every Friday afternoon. Remember that it is activities which lead to sales. Ensure that your final contact with the customer is always positive.
The customer must appreciate that you are caring, courteous and considerate. Do not be afraid to ask for referrals. Referrals alone can guarantee a successful business. Every customer should be able to recommend you to two additional prospective customers. Use your existing customers to create a golden chain. Ask your satisfied customers to provide you with a reference, an endorsement of your product, something on paper which you can use to give you mega-credibility with prospective customers.
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