3 Things You MUST Do After Closing a Sale

Just closed a sale? Congratulations!

Now the real work begins…

Now you have to figure out how to keep your client list growing and your leads flowing. Now you have to make sure these new clients stay on board. Now you have to make sure you have enough time in the day to do all this on top of your normal workload.

But all this isn’t as difficult as it sounds. Here are 3 things you need to do after closing a sale and why they work.

#1: Reflect on How You Closed Your Recent Sale

Prospects say yes for different reasons, but those reasons may have common roots. Identifying why prospects say yes will save you a lot of work down the road.

Why this works: It can streamline your sales pitch(es). It cuts to the core of what drives prospects to say “yes.” Now that allows you to trade in your pitch’s filler and set your crosshairs on common prospect needs.

#2: Follow Up with Your New Clients

A new client should receive a follow up from you in no more than a week. The purpose isn’t to upsell them to something else, but to transform them from a “client” to a “customer.”

The difference between the two is that the word “client” implies a professional-only relationship while “customer” implies loyalty and personal choice on their part.

Being tactful is the key to following up. Keep it short and to the point. Don’t try to sell anything else. Just let them know you appreciate their business and look forward to serving their needs.

Within a couple weeks, call the client. Make sure he or she is satisfied. Ask if they have any questions or comments. Again, make it brief. They aren’t expecting a call or may be in the middle of something. Have a semi-scripted message ready in case you can’t reach them and have to leave a message.

Why this works: Following up gently keeps you on your clients and prospects radar. It can be burdensome, but remember that it’s easier – and more profitable – to keep a client that trying to find a new one.

#3: Focus on the Second Sale

By this, I don’t mean to start selling another product to a new client. That’s one of the best ways to lose clients.

By second sale, I’m referring to the next thing you will sell a client down the road. Often that’s what’s meant by “second sale,” but there’s another example – referrals from a client.

Focusing on the second sale gives you a grander, long-term focus. Make sure that clients’ experience is great enough that they will buy from you again and tell their friends about you.

Why this works: People are more likely to buy upon the recommendation of someone they trust. These are the referrals sales agents want the most. Get them by giving each new client something to talk about.

John McCarthy
Managing Editor, Leads4Insurance.com

 

Related Article:

How to Turn One-Sale Clients Into Multi-Sale Clients

 

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