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Follow-up, top-of-mind, share of mind or what?

September 2, 2011 1 Comment »

Follow-ups allow you to communicate real to prospects. A good will increase and win you many , just like the lack of doing so will lose you even more.  Not following up will leave you a trail of could-have-been behind you. Following up should not just be for those sales you haven’t closed yet, but also for the you already have.  A good follow-up with a can get that client to buy again, as well as get you referrals.

 

Follow-up is all about staying on the front burner with a or client. A saying that I relate with follow-ups is “out of sight, out of mind”.  The idea that something is easily forgotten or dismissed as unimportant if is not in your direct view. If a client or prospect does not keep hearing from you, they will most likely forget about you.  So you have to keep reminding them of your existence.

When it comes to a prospect, you are never closer to a sale unless you are constantly in touch with him or her.  They usually have a lot on their plate, so when you stop touching base they’ll cool off. If you want a prospect warmed up on your , you got to work to keep it in front of them.

For all your leads, the sales rep should always insist on getting the prospect on the to make a personal connection. Once you have spoken to the prospect, a follow-up email should be sent to solidify your bond and hopefully drive home the importance that the client will choose your company for their translation needs.  Good follow-ups build solid relationships.


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