“One of the best strategies for successful sellers is how they engage with people who have already made a purchase.” – Meshell Baker in today’s Tip 1115
Do you have a post sales checklist?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker is back. Here she is:
Meshell Baker: Welcome to today’s Daily Sales Tip, Post Sales Checklist. What is the checklist? It is an agenda or memoranda. It is a step-by-step process for you to follow upon completion of the sale. And why is it important that you have this upon completion of the sale? Well, one of the best strategies for successful sellers is how they engage with people who have already made a purchase.
It is well known that people who buy from you are more likely to refer you, to recommend you, and to repeat business to you. They’re more likely to be cultivated into what we call those raving fans. Those are the advocates, the alliances, and the people that will sell on your behalf and tell other people about you. 69% of customers who had a positive experience with the company would recommend the brand to another person. This is data, right?
Another one. Leads from referrals are 30% higher conversion rate than those generated from marketing channels, 29% of satisfied customers prefer products and services to others, and 92% of customers trust the referral or recommendation of people they know personally. So this is why it’s necessary to have a post sale checklist, to ensure that you are ingratiating showing gratitude for the transaction, as well as asking them. If you’ve enjoyed this service, if you enjoyed this process, if you’re enjoying the products, or the service that was given to you. Do you know anyone else you can refer to me? And tell them how to make that referral. How do you prefer it?
So having an actual process and an agenda so that you can tell them exactly how to make that referral, or you can take the information and say, “Can I actually say that you personally referred or recommended me to contact this person?” I say “Why you’re making that recommendation?” So there’s all these little steps in between and these are things we forget about. So when you have a checklist or something you’re following through with those clients that have made purchases from you, you’re more likely to go back and say, “Oh my goodness, I forgot to follow up.” And guess what the most amazing thing about people who have had a good experience, a positive experience of purchasing from you and doing business with you. It is so okay to call them and say, “Hey, you know what? I know we had that transaction a couple of weeks ago or even months. I was just thinking about the clients I love to work with and I wanted to follow up to see how you’re doing.”
It is never too late to appreciate someone and to call them and let them know that doing business with them was meaningful to you. We have this concept in our head that it’s too late until they say, “No, it’s never too late.”
One of the things I love about the post sale checklist is that it reminds me to ingratiate on that person so that I can complete my network because even if they don’t know someone immediately, even if they’re maybe not comfortable making a referral. Guess what, later on when someone comes to them and has a similar problem or challenge that I successfully helped them with, that is the opportunity.
So having these steps in place to ensure that you are cultivating a really good reputation for yourself is the direct route to creating recommendations, referrals, and repeat business and it starts with the checklist, the agenda, or the memorandum that you have followed to ensure that you are letting your post sale people know how much you enjoy doing business with them and you love to do more business with people that they also know like and trust. Have a great day selling!
Scott Ingram: For more from Meshell, including the transcript of today’s tip, just click over to DailySales.Tips/1115. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!