0:00:00.880,0:00:04.880

All right. So a key part to the sales

0:00:03.360,0:00:08.000

process is what we call

0:00:04.880,0:00:09.599

follow-up or following up, and this is an

0:00:08.000,0:00:11.679

activity that

0:00:09.599,0:00:14.400

a lot of sales people overlook or or

0:00:11.679,0:00:16.240

they don't spend enough time on.

0:00:14.400,0:00:18.080

So why is following up important in

0:00:16.240,0:00:19.840

other words why should salespeople spend

0:00:18.080,0:00:21.920

their time on this?

0:00:19.840,0:00:23.760

Well one thing is that following up with

0:00:21.920,0:00:26.880

a customer in other words calling them

0:00:23.760,0:00:28.480

after you've made a sale it reinforces a

0:00:26.880,0:00:30.000

positive experience

0:00:28.480,0:00:32.239

you know if you call a customer and just

0:00:30.000,0:00:34.880

say thank you for shopping with us, thank

0:00:32.239,0:00:36.719

you for buying from us, whatever it is

0:00:34.880,0:00:38.559

that's gonna make sure that they are

0:00:36.719,0:00:40.239

left with what you could call a good

0:00:38.559,0:00:40.960

taste in their mouth from doing business

0:00:40.239,0:00:43.760

with you,

0:00:40.960,0:00:46.719

so they're gonna will be more likely to

0:00:43.760,0:00:48.559

want to do business with you again.

0:00:46.719,0:00:50.079

Another thing that this allows us to do

0:00:48.559,0:00:52.559

is track orders

0:00:50.079,0:00:54.719

as a sales person you often don't have

0:00:52.559,0:00:55.280

responsibility for actually delivering

0:00:54.719,0:00:58.480

product

0:00:55.280,0:01:00.079

to your customer but what you don't want

0:00:58.480,0:01:01.600

is a customer out there

0:01:00.079,0:01:03.520

wondering whatever happened to that

0:01:01.600,0:01:05.600

product that they bought from you,

0:01:03.520,0:01:07.040

so this allows you to make sure okay you

0:01:05.600,0:01:09.680

got what you wanted

0:01:07.040,0:01:12.320

and you're happy with your order that's

0:01:09.680,0:01:14.400

what tracking orders is all about.

0:01:12.320,0:01:16.320

Another opportunity that following up

0:01:14.400,0:01:18.080

allows for or provides

0:01:16.320,0:01:19.360

is for us to build or strengthen

0:01:18.080,0:01:20.960

relationships

0:01:19.360,0:01:22.799

you know just calling and saying hello

0:01:20.960,0:01:24.720

to somebody and

0:01:22.799,0:01:26.080

having a conversation that's not about

0:01:24.720,0:01:29.040

trying to get them to buy more

0:01:26.080,0:01:30.479

product is a great way to build or

0:01:29.040,0:01:32.240

strengthen a relationship

0:01:30.479,0:01:33.520

and that's what following up allows you

0:01:32.240,0:01:35.840

to do.

0:01:33.520,0:01:36.799

Lastly what it can do despite what I

0:01:35.840,0:01:38.640

just said

0:01:36.799,0:01:40.400

is following up can allow you to make

0:01:38.640,0:01:42.320

additional sales.

0:01:40.400,0:01:43.840

When you have another point of contact

0:01:42.320,0:01:45.920

with that customer

0:01:43.840,0:01:48.240

it gives them the opportunity to say hey

0:01:45.920,0:01:50.720

you know what I need some other stuff

0:01:48.240,0:01:52.560

or it gives you the opportunity to ask

0:01:50.720,0:01:55.280

you know hey you know you mentioned

0:01:52.560,0:01:56.880

this other thing or you know I just want

0:01:55.280,0:01:58.240

to check is there anything else we can

0:01:56.880,0:02:00.399

do for you,

0:01:58.240,0:02:02.479

that can lead into additional sales that

0:02:00.399,0:02:05.680

otherwise might not have happened.

0:02:02.479,0:02:06.799

So all of these reasons are explanations

0:02:05.680,0:02:09.119

for why following up

0:02:06.799,0:02:10.160

is so important and there are examples

0:02:09.119,0:02:12.480

of why

0:02:10.160,0:02:15.800

effective salespeople will spend

0:02:12.480,0:02:18.800

adequate time following up with existing

0:02:15.800,0:02:18.800

customers.