Circling Back



One of the most important parts of the sales cycle remains overlooked.  It’s imperative that you “circle back” to every one of your customers and ask them how it went. 

Start with the basics.  “Are you happy with the installation?” Then, “Did we deliver everything that we promised when you first approved the project?“  

Lastly, “Is there any benefit you recognized that we didn't talk about, something beyond the obvious utility savings that you're getting in the wake of the installation?" 

The answer to that third question is gold.  They might tell you something that you don't know, and of course you could say, "I would love to share that with others who are considering working with us. Do you mind if I quote you on that?" 

If you get this kind of information you can use it for every additional sales call you make.  Think about drawing concentric circles on a map, each one around a successful installation.  From there you can find others who haven’t received those newfound benefits and contact them. 

By then you’ll already have the foundation for your pitch, but consider this new info as an extra arrow in your quiver.  It’s all thanks to circling back and finding different ways a customer’s needs can be met.

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Posted by Mark Jewell

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