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About this lesson

The most successful salespeople always follow up.  In this video you will discover the strategies to follow up with and clients who have purchased via email and get referrals.

Quick reference

Email Follow Up 2 - Customer Care Email

Whether you close the sale or you don’t, you still need to follow up.  You can follow up through a phone call, email or direct mail. 

When to use

As a sales person, you always need to follow up with the client.  If you tried by phone and didn’t reach the client, follow up with an email. 

Instructions

If you had a failed attempt at reaching the prospect on the phone, always follow up with an email. 

In the email follow up when you have made the sale, you want to do the same things you do on the phone.

  • Thank the client for their business. 
  • Ask the client for a referral.  “Who else do you know you may benefit from my services?”  You can put this in the P.S. of your email signature.  That way it is always there.
  • Reassure the client that you are there when they need you to take excellent care of them.
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  • 00:04 In this video, we're gonna continue with step 8, the follow-up.
  • 00:09 I can't stress enough, how important follow-up is.
  • 00:13 There's thousands of dollars that sales people are leaving behind by not
  • 00:17 following up.
  • 00:19 So when you implement consistently this follow-up,
  • 00:24 this will dramatically increase your paycheck.
  • 00:27 You will be hitting your numbers better than you ever knew and
  • 00:30 you're gonna have more fun doing it, okay?
  • 00:33 The next part is the email follow-up if you made the sale.
  • 00:37 Last video, we talked about what does the email look like if you haven't
  • 00:40 made the sale yet, okay?
  • 00:41 So once you've made the sale, send an email thanking the client for
  • 00:45 their business.
  • 00:47 Thank them, make them feel special, make them feel cared for, that you're here,
  • 00:52 that hey, they made the purchase but you're not just gonna go away.
  • 00:55 You're gonna be there to continue to support them, okay,
  • 00:59 and to help them and their friends and their family,
  • 01:02 their co-workers, other companies, okay, with their needs.
  • 01:05 Next, you wanna make sure that you ask for a referral.
  • 01:10 The same way you ask for a referral over the phone, you ask for
  • 01:13 a referral on the email.
  • 01:14 And it simply sounds like this.
  • 01:16 Who else do you know that may benefit from my services?
  • 01:20 I promise to take great care of them.
  • 01:23 And I take that little line and I put it in a P.S. into my email.
  • 01:27 So that way whenever I send it out it's just there.
  • 01:29 Right, and people will read that.
  • 01:31 People always read the PS by the way.
  • 01:33 They might not read the body of your email but they'll read the PS, okay?
  • 01:37 So ask for a referral in the email.
  • 01:39 And it's funny, sometimes I forget that it's there.
  • 01:41 And somebody will respond to my email.
  • 01:43 I don't know anybody now but if I think of anybody, I'll definitely let you know.
  • 01:47 And I'm like, what are they talk, yeah, that's right.
  • 01:50 Okay.
  • 01:50 So it's so cool, it's super simple.
  • 01:53 You just put it in your email, it becomes part of your email signature,
  • 01:56 and then you don't even have to think about it.
  • 01:58 And it works.
  • 02:00 Okay, next.
  • 02:01 Reassure them that you are there when they need you, okay,
  • 02:04 and that you're going to take excellent care of them.
  • 02:07 So when you have those types of clients that feel like
  • 02:10 you are their person in your industry right?
  • 02:13 Because you're the expert, you're the professional,
  • 02:15 you're the one who's taking care of them.
  • 02:17 They will send you those referrals.
  • 02:19 And as you're following up, they may be ready for an upgrade, right?
  • 02:23 If they need to buy a new car or if they need to buy a second car.
  • 02:26 They have kids that are turning 16 and they're gonna buy them a car.
  • 02:30 Yeah. I wasn't that lucky.
  • 02:32 I had, my first car was a beater, right?
  • 02:35 Something that was hand-me-down, but you know?
  • 02:37 You never know.
  • 02:38 You never know.
  • 02:39 So you always make sure you follow up and stay consistent with it.
  • 02:42 And as your database starts growing and growing, you could start calling on that
  • 02:46 database maybe when you've got those down months, right?
  • 02:50 In picking up more referrals, getting an extra three to five deals a month,
  • 02:54 could really impact your bottom line in your annual salary.
  • 02:58 Does that make sense?
  • 03:00 Good.
  • 03:01 So let's recap, your email follow-up,
  • 03:03 if you made the sale, thank the client for their business.
  • 03:07 They will appreciate it, it's just a simple thank you, but
  • 03:10 they're gonna love it.
  • 03:11 Ask for the referral.
  • 03:12 You can take your request and put it in the body of your email.
  • 03:15 What I like to do is put it in the PS.
  • 03:16 Ask them for a referral.
  • 03:18 Who else do you know that would benefit from my services?
  • 03:21 I promise to take great care of them.
  • 03:24 Next, reassure them that you are there when they need you.
  • 03:28 You're gonna take excellent care of them from now and into the future, okay?
  • 03:33 This is gonna really impact your business.
  • 03:34 You're gonna love it.
  • 03:35 I'll see you in the next video.

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