Success is not determined by the outcome. The outcome is the result of having already decided that you are successful to begin with. – T.F. Hodge.
People are spoiled with choices nowadays. Think of a single product; it’d be easy to name a few competing brands that all sells it. Similarly, many businesses are competing to cater the best services to their customers, thus providing a variety of packages to suite the customers’ needs.
However, facing such abundance of choices can cause distress to a customer because they feel the pressure to make the right decision. Therefore, it’s the sales professional’s role to ensure that customers are confident with what you offer them.
When customers are faced with indecision, your goal is to convince them to feel secure and satisfied with your products and services.
Sales professional: What are the ways to get commitment from indecisive customers?
Here are some questions to leave you pondering over:
1) What do you do to create a follow-up marketing budget?
Tip: Companies can spend significant funds in marketing and advertising to attract new prospects. The trick is to convert prospects into customers. Target those who show interest in your company. This kind of approach will help you yield the highest return on investment for your advertising dollars.
2) What do you help customers to make decisions?
Tip: Follow up with your customers after your first encounter with them. This way, you can establish yourself as a trusted advisor. Be there to provide as much assistance as you can to address their concerns. This would ultimately lead you to close sales because they will be more likely to buy from you when they are ready.
3) Which medium do you use to communicate with your customers?
Tip: Email is the easiest and quickest way to follow up with prospects, but don’t limit yourself to one form of communication. You reach them through phone calls, through snail mails, or by sharing contents with them on social media. All of these give you a better chance of engaging prospective customers, increasing their likelihood of buying.
4) How often should you follow-up?
Tip: Perhaps do it twice per week for the first four weeks, once a week for the following two weeks, then reduce to once a month for the next 12 months. Because your competitors will rarely follow-up with prospects for that long, you’ll often be able to gain an upper hand without any competitive pressure.
5) How do you establish a follow-up system?
Tip: By establishing a follow-up system, you could prevent missing out on important follow-ups and loose chances on sales. Sometimes, necessary follow-ups can be sequenced up to months or even years. This system can range from getting alerts from your CRM system to hiring a marketing manager whose sole focus is to help sales staff secure more sales from follow-ups.
