How to increase the chances of making a sale?

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You receive a contact from a potential customer, you respond excitedly, you wait for the answer to move forward with the negotiation and… nothing! The customer disappears!

How many times has this happened with you?

Then you think it was a competitor speculating or a false or unqualified lead, right?

What may be missing in many cases is the famous follow-up, which is a must after the first contact.

Trust me: Whether or not the customer responds is more the seller's responsibility than the buyer's.

There are studies that show that 80% of sales are achieved after at least 5 contacts! And these surveys also show that salespeople do, on average, only 2 follow ups, and that almost 50% give up after the first attempt.

Also, when we talk about B2B sales, which usually have a higher average value, they are sales based on research, quotes with different suppliers, relationship, trust. Thus, it is very common that several contacts are necessary before a definitive conclusion is reached.

Follow-up can be done in several ways:

1. Telephone;

2. Email;

3. WhatsApp;

4. Social networks;

5. Skype.

Here there are some tips for an effective Follow up:

• Be fast: 50% of sales go to the salesperson who answered first;

• Be patient: people are busy and absorbed in the rush and your answer may not be the first thing on the priority list;

• Add value: demonstrate that you can help and ensure consultative selling;

• Show success stories: use social proof of how you've helped companies in the same situation;

• Switch channels: videocall, email, WhatsApp and make it easy for them to contact you.

A good follow-up process helps you discover your potential client's needs and insecurities, allowing you to argue, understand their problems and clearly present your proposal for the best solution for your future client.

Create an efficient follow-up routine for your leads and see the number of effective sales for your company increase.

B2USA is the largest platform in Latin America for B2B business, part of B2Brazil Group. We work to generate opportunities for the more than 200 thousand registered companies.

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