Turn closed sales into new opportunities

This article was included in the July 12th, 2016 issue of the LACRM Newsletter.

One piece of advice that always makes its rounds among sales teams is that you should regularly follow up with your leads. It’s common knowledge that frequently touching base with your potential clients ensures that you are answering every question they may have, and helps strengthen the relationship you have with them. But what about after a sale is closed? A closed sale opens up a wealth of opportunities because instead of working with cold leads, you are working with someone who knows exactly what you can do for them, and how you will help them out. It also acts as an opportunity to gain valuable feedback from your customers! For Sarah Bergman, a travel agent at Magical Miles Travel, following up after a closed booking is a natural part of her sales process. It lets her make sure that her customers are satisfied, and if they aren’t, it gives her ideas on how she can improve next time. Here’s how Sarah does it:

“I always check in with my clients a couple of days after they get back from their trip, and what I like is that I can do all of this in the CRM. While I am booking a trip for my clients, I make sure to add a task for myself to follow up with them three days after they’re back home. This way, the system will remind me when I need to check in on someone, and I don’t forget to follow up!”

-Sarah Bergman, Travel Agent at Magical Miles Travel/Foerster Travel Inc.

How can a CRM help?

LACRM has a built-in calendar that helps you make sure you have your tasks and events lined up for the day together with all your contacts and leads. By scheduling follow ups on your calendar, the system can send you a reminder whenever something needs to be done. This way, none of your customers fall through the cracks, and you won’t have to worry about remembering when to follow up!

Tip to try: Try adding a task every time you attach a pipeline to a contact, or whenever you are updating a lead. These follow ups can be for sometime this week, or even for a month in advance to remind yourself to check in with your leads. Closing a sale doesn’t mean that follow ups should end, so set these tasks for yourself even when you are moving a lead to a closed status -- you never know who might get back to you! Click here for a tutorial on how you can use tasks to follow up with closed sales.

Closing out a successful sale is a win in itself, but we hope this gives you some ideas on how you can take this even further. If you have any questions, or want to get on the phone to talk more about this, just contact us!

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