Sales Follow-Up Grows Sales and Relationships

While Jardine is focusing on keeping in contact with customers through phone calls, there are several approaches you can take. Hall uses a multi-pronged approach. “I follow up with Christmas cards, thank you notes, and of course phone calls. We also have customer appreciation days that receive good reviews,” says Hall. “We want to do whatever we can to gain their trust and confidence. That way, not only do they return for service and products, but they tell their friends to come see us, too.”

Jardine wants not only the customers’ trust and confidence, but also to keep track of their doings so he can learn how to improve how he conducts business, and know that he is doing all he can to get the sale.

“We want to be involved in everything that’s going on in the industry,” says Jardine. “I want to know if a customer is looking for a mower and if they bought from a competitor. I want to know that we talked to him, showed him our offering, and that we were in the game and had a chance. I want to have a chance at every sale and that’s where I am hoping these relationships will lead.”