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Anne Marie Baugh
The Art Of Follow Through
You got the sale, did the work, your customer is happy and now
your done right?Wrong.Now comes the follow-thru.Follow
thru insures that customer's stay happy and help you locate new
customers.One sale should flow to the next without having to
start from square one.It's called momentum.If you allow the
momentum to halt with every client and start the process of
finding clients from scratch it will cost you ten times more
than allowing each sale to flow into the next.The trick is to
do the work so well that it excites your client and they become
more than willing to tell others about you.
Start by following through with the sale.If you delivered a
product or service follow up by asking the client if he was
happy with the results.It is amazing to me how some business
owners run away from the follow through, too afraid to find out
if what they did was satisfactory to the client.Many business
owners have said they are afraid it will open a Pandora's Box in
which they will discover that their client was indeed unhappy.
Keep in mind, that if the client was unhappy that you may be the
only person they don't talk to about it.They will however,
discuss you with everyone else they know.So gather courage, as
well as confidence, in yourself and your product and venture
forth with questions.If indeed your worst fears are realized
this is an opportunity to make things right.Although there are
those customers that will never be happy, the terminally
grouchy, most want to be happy and will give you ample
opportunity to make whatever went wrong right.
The funny thing about making bad things good is that those
customers are often more sold on your services than the clients
that were always happy.Follow through is a technique that real
professionals conquer head on and for good reason.A happy
client, with a little encouragement will go forward and sell
your services again and again.This is called word of mouth
selling and its impact on sales is explosive.Cultivate it and
watch your advertising dollars drop while yours sales implode!
Once you have established that your client was indeed satisfied
with your product or service don't be afraid to ask for
referrals.Sometimes it is appropriate to offer a small bonus
to the client in exchange for referring you by writing a
recommendation to three friends or colleagues in email.Have
them ask in email if it would all right to have you contact
them.In this way you will build a permission marketing format
that enables you to talk with these prospects without being
flamed for spam.
If asking for referrals is not appropriate to your business or
you feel uncomfortable with it, ask for a testimony.This can
be done in several ways.Send the client an end of the sale
survey that asks questions about your service or product and
allows the customer to expand on their feelings.At the end of
the form ask for permission to use excerpts on your web site.
These will be excellent sources of satisfied clients to show off
to future prospects.Many of these happy customers will be
happy to stand as referral if your future prospects want to
contact them for their feelings on your product or services.
Follow through is the act of building loyalty and erasing
expensive advertising dollars.Skip this last step and it will
cost you oodles of money.Follow through on the follow through
and you will be simply amazed at how your business flourishes
and becomes popular with the masses.
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Anne Marie Baugh is a noted publicist for cyber-stars
such as Mark Joyner, Rick Beneteau, John Harricharan, Marty
Lund, and more.She also owns and operates Write-Promotion,
an online business that works hands-on with businesses
looking for promotional avenues to cyber-success!
Please visit today at:http://www.write-promotion.com
or write to:write@write-promotion.com
We look forward to hearing from you!
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