AFTER YOUR CLIENT MEETING: ACTION STEPS TO BOOST YOUR CLOSING RATE
You’ve just finished a sales meeting with a potential client who could bring you business.
Here are three steps to follow up effectively and increase your chances of closing the sale. Send these via email, text, or WhatsApp:
1. Send a Summary of Key Takeaways
After the meeting, send an email summarizing the main points. For example let’s say they need:
Key Needs: They require a new 500-square-meter property to expand their restaurant.
Pain Points: Their current location is too small, leading to customer loss due to limited seating.
2. Outline Next Steps and Mutual Agreements
Document the actions both of you agreed on:
Your Actions: You agreed to send an invoice by a specific date, visit their current space, and arrange for a surveyor to take measurements.
Their Actions: They agreed to send you a video of the existing space and share their current customer complaint forms.
This follow-up email demonstrates that:
You actively listened during the meeting.
You’re professional and organized.
You understand their needs and challenges.
3. Engage with Your Champion
The person you met with is your "champion"—the insider advocating for your services within their company. Ask them what expectations or concerns other decision-makers, like the finance head, might have.
For instance, the head of finance may want to know how this new property could drive sales. Estimate the potential foot traffic and explain how it could increase their revenue. This can help ensure the finance team supports the decision to work with you.
I used these principles to close a sale recently.
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