Stage 6: Re-approach the customer

If you failed to get a booking, agreeing to re-approach will provide you with a source of free leads for later. Don’t underestimate the value of this.

If you sold, then I would still try to agree on a re-approach, but you have to decide whether to wait until after the customer's holiday. Some would argue that even a poor holiday experience can help you in your next sale. This would involve showing concern and adapting the next offer, but many good sales people would still re-approach.

Example: For those who booked, I put a call in my diary for a week after they get back. For those who objected on price, I have agreed to go back if I can find a cheaper way to deliver what I offer.