The contract is signed – there’s still work to do.
Congratulations! You’ve worked hard to find organizations that might be interested in your opportunities. After months of communication and preparing information, you finally receive a signed contract from a Marketing Manager.
Now’s the time to sit back, throw your feet on your desk and have a glass of champagne!
…not so fast.
Prospecting and sales are only two parts of the wider sales cycle and ultimately, only as important as the third: fulfillment. Whether fulfillment is your responsibility or you are passing the marketing contact on to a client success manager, a solid plan of action for after-sale is a vital.
Once you receive a contract there should be instant communication regarding the next steps. You should have a plan in place to on-board any new customers before the sale is made. This will save both you and your customer time. Gather any important documents, images and payment information in a folder ready to be sent once the sale is made.
Also, make sure to any provide the customer with any deadlines they may need to be kept privy to. A great way to save both you and your customer time is to send calendar invites. This way, you can be sure that they will be regularly reminded of when they are due to supply certain payments and materials.
Whether you are providing a product or service, it is also important to set regular reminders for yourself to reach back out to your contact to make sure the opportunity is meeting their expectations. They’ll appreciate the communication and if something is wrong you can fix it then and there.
Making a new sale can be incredibly hard. Renewing a sale is much easier – especially if your customer is happy with the fulfillment of your product or service. To ensure that your revenues are growing every year, it’s imperative that you have a solid after-sale process in place for fulfilling your opportunities.