Credibility can mean celebrity, trust, and wild opportunities.
Credibility means that you truly know when you talk about a subject, and the opinions that you form should be followed.
Credibility is powerful, and I want to teach you how to increase your credibility and use it to your great advantage.
This post begins a series on CREDIBILITY-
Today we discuss FOLLOW-UP.
1. You look for potential customers “leads”
2. You identify their needs and if you can serve those needs “qualifying”
3. You convince the lead that you can fill their needs “sales conversation”
4. You follow-up to negotiate the final deal “closing”
5. You stay in contact during the deal “Progress Benchmarks”
6. You follow-up after the deal is done for reviews and referrals.
7. You follow-up after the deal is done for repeat sales.
Are you following up with leads that have not turned into sales?
Are you following up with customers as the sales are delivered to make sure they are happy?
Are you following up with customers for reviews, referrals and repeat business?
Follow-up demonstrates credibility and caring.
When you do so, you show that you want the sales- and I hope you do want the sales!
You build credibility when you keep your word. So start off with that expectation.
“I think I can help you. I would like to hear back on this discussion by Tuesday. If for some reason I don’t hear from you, I will follow-up on Wednesday.”
As soon as you are wrapping up a sales meeting, if you can’t close the deal right then, make sure that you have an agreed upon time to follow-up.
The set a reminder in your phone, or in free CRM software and follow-up right when you said you would.
You build credibility when you achieve results.
“I told you I would increase sales by 10% and we have a whopping 50% increase. I would like to continue to help people increase sales. Who else do you know that would want to see results like this?”
As for the referrals when you achieve the results. Also, ask for the testimonials – regardless if the testimonial is a letter that you can hang on the wall, a picture and quote for your pamphlets, or a video that you put on your website.
When you have finished a project, determine when that customer might need you again. Continue that relationship with updates, events and even meeting face-to-face if you can. Then, when it comes time that you think they might need you- ask.
“We increased your sales by 50% last time we worked together. Why don’t we look at going into another project now that you have an even large team?”
No matter how great your last sale was for the customer, be sure to learn how the customer is doing, what the new or unmet needs are, and offer insight on how you can solve these problems.
BOOM! So you said from the beginning of the sale that you would deliver certain results, and you out did yourself. You said at the beginning of the sale that if the customer was happy, you would ask for referrals. You said that if the customer was happy, you would ask for testimonials. You said if the customer was happy, you would follow-up for repeat sales. You set all of these expectations in the beginning. Then, you out did your promise of results. You made sure the customer was happy through the whole sales process, and after the sale was finished, you asked for referrals, testimonials and for the next sale – just like you said you would. You have established the ability to keep your word. That is an attribute of a highly credible business person.