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Following Up Increases Your Profits
By Lorraine | June 15, 2008
When do you usually hear from your insurance agent? Usually when the premium is due or when your direct debit bounces…and that’s the phone call I received this week.
Do you think he could make a note in his diary to ring me (or get one of his assistants to call) to see how my business is going and let me know about other insurance, which could interest me? That would blow me away. Chances are there is some insurance I may need but don’t even know I need it!
Do I have any loyalty to this agent? No way (and it doesn’t matter to me how nice a person he is). If someone else in his industry contacts me and can offer a better service (which isn’t hard to do), I wouldn’t think twice about changing.
The Sale After The Sale
It really is easy to increase business just by following up with the people you have already sold to.
Many people focus on that one-off sale, keep themselves busy, busy, busy and never look at the long-term value of a client. They have no follow-up systems in place to make it easy to do that.
All you need to do is make a note in your diary or scheduler on a particular date to make contact and then just do it!
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Topics: Productivity Club, Success Strategies |