In this episode we talk about what happens after a sale is made. There’s plenty that happens in this final step of the sales cycle that contributes to building a strong client base and keeping business on the books. Today Sabine and Heather talk about follow-up as a critical business strategy to build credibility, trust, future sales, and a client base that no competitor can poach from.  In their Say That Again segment,  they role play the critical conversation between an FR and a new client in the delivery appointment to demonstrate the importance of this step.

Episode Highlights

01:50 The two keys to building solid, lasting relationships are following through on your commitment and staying in touch on a regular basis.

05:10 Making people feel good about what they did is really important, especially down the road when they think about “why am I paying for this? Why am I spending money on something I don’t actually have in my hand?” It’s a major opportunity to guarantee persistence and set mutual expectations. 

14:26 The post-sales service and delivery is a long-term process but it is how you maintain good persistence. This is one of the little anchors that you put down in your clients to keep them on the books.

Contact information: 

Heather Price Consulting