Weekly Success Tip

Fix Your Follow Up...

As mentioned above, in furnishing a new house I recently spent several thousands of dollars each in two different stores.

What really gets me though, and my motivation for this week's success tip... is that with both salespeople I dealt with, aside from the large purchases I had just made I also told them what else I would be needing in the next few weeks, which also amounted to several thousand dollars.

Now, two weeks later, do you think I have had even one follow up phone call from either of these stores or salespeople?

No. Nadda. Not one. This is a crime in my books. Sadly, when it comes to Australian business, this lack of follow-up is a widespread national crime that's stifling business growth, profits and the economy.   

Clearly, the customer (me in this case) had proven they had the money, had told them they will be spending it before Christmas, and had happily just done business with them.

Yet, not only have I not received a phone call about these future purchases, I also haven’t received a phone call to make sure everything is okay with the goods I have already bought.

And I still hear business owners complaining everywhere about heavy taxes, interest rates, poor economy or whatever else is going on in the world at that particular time... when there truly is business mostly everywhere, sitting right under their noses.

In my ‘Sell and Grow Rich’ series of interviews with legendary salespeople, Danny Hamilton of Cyndan Chemicals in Sydney, explains how he did a global survey of all his customers that had stopped doing business with his company to find out why they had ceased doing business...

The answer floored him. You see, aside from those businesses that had closed down, without fault, the number one response as to why companies stopped doing business with Danny’s company was this:

“Your sales rep never came back.”

In sales, I say if you want to fix your business, fix your follow up. It will mean immediate and sizeable financial gains for you and your business, as well as your customers. Do this and you create your own economic boom.

Action Step:

Your action step this week is to make a plan to contact by phone, every current and past customer and see how they are going. Check how they are liking your product or service. Find out what their future plans are, ask them how they think you can add more value or service to their business.  
Start immediately today.