Apa itu 'Follow-Up'?

Salam semua,
lama juga saya tak menulis.Agak sibuk sekarang ini.Macam-macam hal.

Kita teruskan dengan topik 'FOLLOW-UP' ini....
Apakah maksud follow-up?...Ia penting atau tidak?...Bagaimanakah cara terbaik membuat follow-up?...

1. Maksud Follow-up.....ia adalah salah satu aktiviti sepanjang kita membuat 'closing' bagi sesuatu jualan.Ia merupakan salah satu percubaan berterusan untuk memastikan kita dapat jualan...mungkin dalam bahasa melayu mudah,kita boleh katakan follow-up adalah terus mencuba sampai ketitisan keringat yang terakhir....selagi pelanggan belum betul-betul menolak,selagi itu masih ada peluang.Follow-up juga ada 'seni'nya, bukannya main hentam sahaja...sebabnya follow-up tak berseni akan menjadikan pelanggan berasa menyampah,jengkel dan tidak senang...ada caranya....
2. Kepentingan - pada hemat saya,follow-up adalah sangat penting, sama penting dengan aktiviti customer service.Follow-up yang berkesan akan memberikan kita kelebihan-pelanggan akan lebih ingat pada kita...its an added advantage! Dengan follow-up kita dapat memastikan hubungan berterusan dengan pelanggan dan dalam sales hubungan adalah sangat sangat penting.Kita akan dapat tahu perkembangan pelanggan dan mereka akan berasa yang mereka ini penting kepada kita...jadi insyaallah,jika bukan dengan membeli besar kemungkinan mereka akan me'rekomen' kita kepada kawan-kawan mereka.Cubalah bersikap ikhlas dalam membuat follow-up dan pastinya akan terbit hasil yang baik dari sikap sebegitu.
3. Bagaimana cara terbaik- seboleh-bolehnya jadikan follow-up kita seikhlas yang boleh.Apabila kita sudah membuat sales presentation dan sebagainya, jumpa pelanggan dengan berita-berita terkini tentang product updates,newsletter dsbnya.Kalau di hujung tahun contohnya Disember,jika syarikat ada kalender,jumpalah pelanggan dan beri kalender...jangan kita ingat kita akan rugi memberi kalender walaupun dia belum lagi membeli dari kita, sebenarnya itu adalah keuntungan sebab dengan memberi kalender kita masih berpeluang berhubung dan masih lagi ada peluang untuk menjual barangan kepada pelanggan.Peluang akan hilang jika kita sudah tidak dapat lagi berjumpa pelanggan..Tak jumpa,tak ada sales..Rugi!

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Make Winning Follow-Up Calls That Turn Prospects Into Clients

By Keith Rosen, MCC

The Executive Sales Coach™

If you're calling on a prospect with the intent to follow up with them rather than calling on them cold or for the first time (example: following up after sending them a brochure, press kit, product/service information, an initial conversation at a networking event, etc.), consider the following points:

1. Deliver Value in Every Call. When following up, don't simply call to "follow up." In other words, stay away from calling with the intention to see if they've received your information or to "check in" to ask if they have any immediate needs for your product/service. Take some extra time and weave in a compelling reason for your call. How can you deliver value to them? Is there something timely that you can share with them about your product/service or about their industry? Is there something newsworthy that you can discuss that applies to them? Perhaps a success story with a client you've worked with?

Below are some examples that you can use when making follow-up calls:

• "After reflecting back upon our conversation, I have some new ideas that I'd like to share with you regarding how our [product/service] may actually complement and enhance what you're currently doing, especially when it comes to [state benefit/end result they could realize]."
• "I was thinking about another client who was in a similar situation as yours and thought that you might be interested in hearing about how we were able to eliminate the challenges they had, such as [state some problems your product/service could eliminate]."
• "We've made some interesting changes to our [product line/service/programs/packages] and thought of you and the results you were looking to achieve. There may be a great fit here worth exploring in more detail so that you can [state compelling benefit]."

2. Bridge Each Conversation. Bridge any previous conversation or contact with your follow-up call. Refer back to your initial conversation and remind the prospect why they need to continue that conversation with you. What initially piqued their interest? Use phrases like, "I'd like to continue the conversation we began about …"; "Let's continue our discussion about how we can …"; "As we discussed last week when we met, let's see if there's a way for us to …"; or "Based on our prior conversation, I'm calling to continue our discussion about …."

If you happen to send them literature, rather than asking if they received it, weave it into the intention of the call. For example: "Let's take a moment to discuss what I had sent you and see if it makes sense for us to proceed further/explore working together."

3. Keep the Fire Alive. If you let your dinner sit too long, it's bound to get cold. The same rule applies to your prospects. Even the warmest of prospects who initiate first contact can turn to ice. If you don't continually remind the prospect why they are investing their time in talking with you (WIIFM? — "What's in it for me?") and why this is a priority, something else will always take precedent.

This process must continue all the way up until the point when the prospect can finally realize the benefits on their own. This only occurs after the sale is made and the prospect (who has since become a client) is actually using your product or service. Now, they don't need any additional prompting, since they get to experience the benefits firsthand rather than hearing about them from you.

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About Keith Rosen, MCC — The Executive Sales Coach
Keith Rosen is the executive sales coach that top corporations, executives, and sales professionals call first. As an engaging speaker, Master Coach, and well-known author of many books and articles, Keith is one of the foremost authorities on coaching people to achieve positive change in their attitude, behavior, and results. For his work as a pioneer and leader in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.

If you're ready for better results quickly, contact Keith about personal or team coaching and training at 1-888-262-2450 or e-mail info@profitbuilders.com. Visit Keith Rosen online at Profit Builders and be sure to sign up for his free newsletter The Winners Path.