Many surveys show that 60% of sales are made after the fifth call.  So it pays to be persistent, and call a second time–or more.  Here are good reasons for making follow-up calls.

· Call to sell a larger product or service better suited to fill their increased needs.  The extra service may inspire an extra sale.

· Call just to service the account–to stay in touch.

· Call to generate a larger interest in an improved product or service.

· Call to sell a new idea, new product, or a new service.

· Call to sell a new or improved way to use your products and services.

· Call to provide news of competitive, or of associated, products and services of value to the client/customer/prospect–and show how yours is still better.

· Call to congratulate the customer on a business anniversary or promotion.

· Call to introduce another (satisfied) customer–one who likes the products or services you sell.

· Call to say you value his or her friendship, business.

· Call to check on the customer’s satisfaction with an earlier account he or she opened.  And use the occasion to cross-sell or upgrade the account.

· Call to explain a discount, credit, or new pricing procedure.

Bill Repp, Guest Blogger http://www.selling-smart.com/