Increase Your Sales By Following-Up增加您的销售随访

Water into Wine No Water Into 3 times more potent than gasoline. 水变成酒没有水的3倍更有效比汽油。
This article shows how I was thoroughly laughed at by my friends when I told them cars would run on water...本文介绍了如何我是彻底地笑了我的朋友们时，我告诉他们，车将运行在水... but guess who's laughing now.但猜测谁是笑了。

Article source: http://articles.bitsnwits.com/ . 文章来源： http://articles.bitsnwits.com/ 。 Used with author's permission. 用作者的许可。

The difference between a successful business and one that just gets by is that the business that is just getting by thinks that the marketing is over when the sale has been made.之间的差异一个成功的企业之一，刚刚获得通过的是，企业是刚刚起步的认为，营销是在出售时已经取得了。

One of the main reasons customers leave, change suppliers, or stop buying is because of apathy on the part of the company.其中一个主要原因顾客离开，改变供应商，或停止购买，是因为冷漠的组成部分。 There is never any follow-up after the sale.有没有任何后续后出售。 Customers often feel neglected.客户常常感到被忽视。 They feel that the company doesn't appreciate their business so they will give it to another company that does.他们认为，该公司不会欣赏他们的业务，以便他们将提供给另一家公司，它。

In order for your business to maximize its profits, you have to realize the immense potential value of each customer.为了使您的企业利润最大化，你必须认识到巨大的潜在价值，每个客户。 And it begins when the first sale is made.它开始时，第一次销售了。 Each customer is a potential repeat customer and potential referral source leading to other customers.每个客户是一个潜在的重复和潜在客户推介来源，导致其他客户。

So the follow-up begins with a thank-you note or card sent out within 24 hours after their purchase.因此，后续首先感谢您的说明或卡片发出后24小时内购买。 If they have purchased from your web site, within minutes after their purchase.如果他们购买您的网站上，几分钟之内后，其购买。 When's the last time a business thanked you for being a customer?当的最后一次业务感谢您成为客户？

Your follow-up must continue on a regular, using a variety of the many follow-up opportunities that are available to you.您的后续行动必须继续定期，利用各种的许多后续机会，向您提供。 And the variety of effective follow-up opportunities that you have available to you, is a limitless as your imagination.和各种有效的后续行动的机会，你可以给你，是你无限的想象力。 Here are ten ideas to help get you started:这里有10个想法，以帮助您开始：

1. 1 。 A preferred customer show客户的首选节目

2. 2 。 A birthday card生日卡

3. 3 。 A special sale for preferred customers一个特殊销售客户首选

4. 4 。 A newsletter通讯

5. 5 。 A personal letter with facts of interest plus a special offer.个人信与事实的兴趣加上特别优惠。

6. 6 。 A personal telephone call follow-up.个人电话的后续行动。

7. 7 。 A holiday card.阿假日卡。

8. 8 。 A contest or sweepstakes.竞赛或抽奖。

9. 9 。 A special thank you card on the anniversary of when they became a customer.特别感谢你的信用卡周年时，成为客户。

10. 10 。 A special report, book, or e-book for customers only.特别报告，书籍，或电子图书不仅为客户。

Marketing studies have shown that it costs a business six times more to sell something to a prospect than to sell the same thing to current customer.营销研究表明，它的商业成本的6倍还多卖东西的前景，而不是出售同样的事情，以当前的客户。 So, your goal should be to develop a long-term relationship with every customer or client.因此，您的目标应该是建立一个长期关系，每个客户或客户。 Long lasting relationships with your customers or clients will yield a wealth of benefits for your business.长期持久的关系与客户或客户将产生财富的利益为您的企业。

The starting point of any follow-up should be your commitment to your customer's or client's happiness.起点任何后续应该是您的承诺，您的客户或客户的幸福。 Your goal is not simply customer satisfaction but rather exceeding the expectations of your customers, giving them more than they anticipated.您的目标不仅是客户满意度，而是超过了预期的客户，给予他们更多比他们的预期。 Showing them that you care about them more than they're used to from a business.显示他们，你们真的关心他们超过他们已经习惯了从业务。

To do this, you've got to learn about your customers.要做到这一点，你必须了解你的客户。 You learn first by listening to them, then by asking more questions and listening carefully.你学习首先由倾听他们，然后问更多的问题，并认真听取。 One of the best follow-up tools to use is sending them a questionnaire after their purchase.其中最好的后续使用的工具是给他们一份问卷后，他们的购买。 You can also have them fill out a questionnaire on your web site.您还可以让他们填写了一份调查问卷，在您的网站上。 By knowing the personal likes and dislikes of your customers you can render personalized service, such as clipping articles of interest to special customers or recognizing their achievements, and the achievements of their families or businesses.通过了解个人的好恶对您的客户可以提供个性化的服务，如剪报文章感兴趣的特殊顾客或承认他们的成就和所取得的成就及其家属或企业。

When people purchase from your web site or subscribe to your newsletter you should have some type of auto responder.当人们购买你的网站或订阅您的通讯你应该有某种类型的自动应答。 With an auto responder, you can create a series of e-mails designed to consistently communicate with your customers.有自动应答，您可以创建了一系列的电子邮件，以不断沟通，您的客户。 You can set up your auto responder to automatically send a series of e-mails to your customers at predetermined intervals.您可以设定您的自动应答，自动发送了一系列的电子邮件给您的客户在预定的时间间隔。 For example, as soon as they sign up for your newsletter, they will receive the first e-mail in the series.举例来说，一旦他们注册的通讯，他们将收到第一封电子邮件中。 And you can set the rest of the series to arrive every 2 days, or once a week, or whatever time frame you think is best.你可以设置其他的一系列到达每2天，或每周一次，或任何时间内你认为是最好的。

Stay in touch with your customers because if you don't, someone else will.保持联系与客户，因为如果你不这样做，别人会。 Marketing studies have shown that nearly eighty percent of business is lost because of apathy after the sale.营销研究表明，将近百分之八十的营业损失，因为冷漠后出售。 Built-in follow-up, set up as an automatic procedure by your company, is a barrier to apathy.内置的后续行动，成立了一个自动程序，您的公司，是一个障碍，冷漠。 It requires time, energy, and imagination but it does not require a lot of money.它需要时间，精力，和想象力，但它不需要很多钱。

For example, a customer representing $200 in profit to you can mean a $200 profit without follow-up.例如，一个客户代表200美元的利润可以平均200美元的利润没有后续行动。 Or that same customer can mean $60,000 in profit with follow-up.或相同的客户可以意味着六点〇万美元的利润与后续行动。 Here's an example of how the arithmetic of consistent follow-up can work:下面是一个例子是如何一贯的算术后续可以工作：

* Follow-up transforms the $200 yearly profit into a $600 yearly profit per customer with two repeat sales. *后续行动改变了每年200元的利润为每年600美元的利润，每位顾客有两个重复销售。

* Follow-up results in four referrals, each representing $600, for a total of $2,400 per year. *后续行动的成果在四个推介，每个代表600元，共计二四零零美元左右。 $2,400 plus $600 equals $3,000. 2400美元另加600美元等于3000美元。

* Even if you earn no more referrals after the first year, $3,000 times a 10 year relationship you should have with your customers means at least $30,000 profit per customer - - if you follow-up! *即使你没有获得更多的推介后的第一年， $ 3000次， 10年的关系你应该与客户的手段，至少$ 30000的利润，每位顾客--如果你的后续！

Customers are much more willing to buy from a company they have already done business with than from a different company that they don't know.客户更愿意购买一家公司，他们已经做了生意比从不同的公司，他们不知道。 Once a customer has purchased from you, the chances of them buying from you again are very good.一旦客户购买了从你的机会，他们购买你再次是非常好的。 Take advantage of this human phenomenon to increase your sales effortlessly and automatically with immediate and consistent follow-up.利用这一人类的现象，以提高您的销售地和立即自动和连贯的后续行动。

Copyright© 2005 by Joe Love and JLM & Associates, Inc. All rights reserved版权所有2005年由乔爱与JLM ＆ Associates公司保留所有权利

Reach Joe at: joe@jlmandassociates.com在达成乔： joe@jlmandassociates.com

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