Greg Bennett's Rambling Thought #13

Greg Bennett's Rambling Thought #13: Ask the Client For the Best Way to Stay in Touch and Follow Up

Instead of making an assumption about the communication process and the follow-up plan, why not ask the client for guidance?

It's pretty simple:

"Mr. Client...how often would you like me to stay in touch?"

"Ms. Client...what is the best way to communicate with you?"

"Mr. Client...what types of communication would you like to hear about?  What would you like me to contact you about?"

A good follow-up question to the last one is to ask, let's say the client said something like, "Well, let me know when you have any special offers, or new products"

It gives you the perfect opportunity (and the right) to say, "Well let me ask you this...if I WERE to contact you with with that type of information, and it fit what you're looking for...honestly, would you purchase it?"

Just because someone says "let me know what you've got" doesn't mean he wants to buy it.

GB

(Just one of Greg Bennett's 99 Rambling Thoughts on Successful Selling")