Following up with clients is not just another day-to-day activity that you should fulfil. A lot of account managers and client services personnel overlook the importance of this very activity. When that happens, they become lax with their dealings, especially if the clients they are handling have been with them for a long time. This should not be the case, knowing that being complacent can endanger relationships and will even cost you your business.
You need to keep in mind that your clients are your sources of business. You have to make sure that your clients are properly serviced. The satisfaction they get from your solutions and services will help secure repeat business. When it comes to this, you need to master the art of talking to your clients, something that you may learn from thorough account management training in the UK.
Here are some of the things to keep in mind when following up with your clients and prospects.
Back up your invitation with information
You may have already talked to your client. Meet-ups may have been fulfilled. If you wish to follow up with your client, you should do it by letting some time pass by. When the time has come, you may want to restate your invitation or offer. Nevertheless, the recap should have backup information that will help them arrive at a decision. The information should be brief and concise. If you are sending e-mail, you may want to include a link where your client can learn more about your offer.
Emphasise your offer’s strengths
When you are doing a recap of your offer, one thing that will make your client read and appreciate your follow-up would be the things that have made them excited. One sign that your client is excited about your offer is the many questions they ask you. This is something you can only do when you already have an initial meeting with them and that you have seen firsthand that they are crazy about your company’s offerings. That way, they may inquire about your offerings again.
It is hard to read between the lines, so it pays to be straightforward. After explaining your offerings or proposals, you can always ask them about the best time you should follow up. This favours them, but you need to gauge your client, as going this route may make them feel pressured.
You may feel that the client has forgotten about your proposal or offer, but if it takes some time before the client reverts to you, you will need to be patient. Keep in mind that your client may be a busy person who attends to many things. In this case, you will need to be patient. Impatience may cost you many things, so stay calm, and carry on with your other activities.
These are just some of the things to keep in mind if you want to follow up with your clients without being annoying. Schedule your follow-ups wisely.
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