Who is your sphere of influence? It is not just past clients. It consists of friends, neighbors, possible acquaintances, co-workers, etc. Every client could result in 3 to 5 sales. It’s a simple formula and many successful sales professionals have proven it over and over again. The answer is simple. Keep in touch with your clients after the sale. Seems relatively easy but you would be amazed of how many sales people do not practice this daily or weekly goal setting.

Let’s also not forget the 80/20 rule…where you get 80% of your business from 20% of your client base. That rule also applies in generating referrals.

Let’s look at the real estate industry for a minute. Over 80% of real estate agents clients do not remember the name of the agent that represented them in a buying or selling transaction. By being proactive in periodic follow up would more than cut that percentage in half. Clients usually won’t bother you with minor problems, but them knowing you are there for them if they need you is powerful. Continually putting your name in front of them has very positive results and will show in your sales figures.

In any sales industry, no matter how small or large, following up after the sale is an absolute must. If one client knows 3 people, who know 3 people and so on, just imagine how important touching base with your sphere of influence could result in huge future profits. Take a step back and count the number of sales people who followed up with you after you purchased their product or service.

Following up with clients is even more important in today’s economy. With the tools available to us through technology it is becoming much easier to “touch” more clients quicker than ever before. Whether it is a hand written or electronic “Thank You” card or a birthday wish in an email will guarantee you faster access to the road of success.

But let’s don’t forget the original phone call method. It has been around forever and is still the most powerful follow up tool to communicate with our customers and clients. A “Just called to see how you are” or “Just following up to see if you have any questions” can carry a long way with the client.

Sales people seem to not realize how powerful follow up can be. Repeat business is what we all strive for and you will get positive results by including follow up in your daily or weekly agenda.

To stay on the road to success, be sure you follow up after the sale. This will assure you increased sales and productivity.

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