The key to increasing sales is a definite sales follow up. Following up on individual leads increase your chances of closure and keep track on the sales progression.

1. THE KEY TO INCREASING YOUR SALES: IT’S ALL ABOUT
FOLLOWING-UP
Following up with the clients and customers is one of the most vital
business strategies a sales or marketing person can follow. It is now an
established fact in sales and marketing sector. The follow-ups add value
to the product or service and helps to build a long term relationship with
the customer.
If you meet a really good prospect today, how long would you wait to
follow-up with the client?
If you have no standardized plan to make follow-up calls or emails, let us
show you some facts first. It will help clarify the entire scenario.
Facts to Motivate You to Make Follow-up Calls
 Generally, it takes around 8 call attempts to reach a prospect.
Whereas, most of the salespersons only make 2 attempts to reach a
prospect.
 44% of the salespersons give up after one follow-up.

2.  Around 80% of sales require 5 follow-up calls after meeting.
 Following up with web leads within 5 minutes ensures 9 times
more likelihood of conversion.
Get a Clear Perspective by Following-up
Sometimes it sounds like people keep calling their customers only to
make a good impression over them. But it’s not true. The primary
concern of a follow-up call is to know where the client stands in the
current deal. That is how you can get a clear perspective and a better
understanding about the sales development factors.
Besides, follow-up calls can address possible problems earlier. Make
sure to encourage your client or customer to ask questions to make
everything clear. Answer all queries before ending the call. This way
you’re also letting the client know that your business provides
outstanding customer support, no matter what the situation is.
Add Value to Your Product or Service
While engaging in an initial selling process, reasonable frequent calls
can add value to your service or product. Even if the deal appears to be
closed, a follow-up call can help to express the you are interested in
building long-term relationships.
When you have nothing to gain after you’ve made the sale, the client
gradually trusts that you were telling the truth.
This kind of trust ensures not only customer satisfaction, but also the
recommendations or referrals. Even the trust in a single product may

3. turn into loyalty towards the entire brand. This can influence the future
purchase decisions as well.
Follow-up Call: A deciding Factor behind Sale
You can easily imagine from your own purchasing experience. What are
the most influencing factors behind a purchase? When you feel
appreciated by the shop assistant, you are more likely to purchase more
than one product from that shop.
Besides, follow-up call works as a reminder as well. It also helps to
reach busy buyers and increase sales.
Managing All Contacts with One Tool: A Perfect Utility of CRM
Now, how to manage customer contact details easily? This is obviously a
huge question. Besides, it is not just the question of managing contact
details, a salesperson needs to remember a plenty of things- status of
the deal, enquiry details, when to call the customer, the last conversation
details, the background of the client, and many others.
One of the basic advantages of CRM is to leverage the access and
management of entire customer support system, along with other
necessary information. Below are the advantages you can get from a
mobile Customer Relationship Management application:
 With a mobile CRM you can receive call reminder and meeting
reminder.
 It helps to keep track of the sales progression.

4.  Before calling the customer you can see the call history and last
conversation details.
 You can put new details and change the status of the prospect.
 You can create a ticket number for each customer enquiry.
 The ticket number will help you find the details and status of the
customer enquiry.
Moreover, since all the customer-related information is stored in your
mobile CRM, it helps you analyze the requirements of the customers and
even anticipate their problems. All these increase customer satisfaction
and secure sales, in addition to the higher profit margins.
Conclusion
In a nutshell, a salesperson should aim for a long term relationship with
the customers, in spite of looking for the short-time profits. Hence, if you
want to retain your customers for a long duration, you have to recognize
the importance of following-up with the prospect. The CRM software
enhances the sales possibilities with its call management facilities that
boosts the entire selling process.
Reference: http://www.kapturecrm.com/blog/