service, internet connection, paper supplies or copier toners. An experienced sales virtual patching person will spend the necessary time to explain why their widget is better and answer any questions I might have. But eventually the (experienced) sales virtual patching person will ask me to buy his or her widget. When I tell them that I am not in the market for a widget they’ll graciously offer to stay in touch and move virtual patching on. An inexperienced sales person however will just keep on telling me more about product features hoping that they will stumble onto some magic virtual patching words that will cause me to buy. They are afraid of closing the sales process because I might say no. But they need to realize that the magic words are “Will you buy my widget?” and if my answer is no, just move on to the next lead. In virtual patching my business, my prospects rarely make decisions on the spot after seeing the features and benefits of my virtual office service. They need time to think virtual patching things over and see other offerings before making a decision. They are trying to make an informed decision. Knowing this, and since I need closure, I ask when we can talk again to see whether our virtual office service will work for the virtual patching prospect. When I call them at the agreed on time, I should know whether I should prepare a service agreement or move the lead to my “follow up in virtual patching the future” folder. I try to help my prospects to objectively sort out their options without being biased. What ever their decision is, I should have closure on my sales lead and move on to my next qualified lead. There’s nothing worse than pushing people to make decisions when they are not ready. Deliver your product as virtual patching on time. Buyers often get “buyer’s remorse”. Buyer’s remorse is a period of time when buyers question the purchase for what ever reason. They may feel that they bought the wrong widget or paid too much for the widget or what ever else a buyer’s thought process takes them. During this period, if they experience any snags in product delivery, the “buyer’s remorse” factor will become stronger. The snag could be anything, late delivery, defective product, or not what the buyer ordered. The result could be a bad impression or worse, a refund. Don’t let this happen to you after putting in so much effort in your sales process. Deliver the product on time, on budget and in the quality and specification promised. In my business, this is even more critical since I deal with people’s business identity and operation. If I don’t have the office space ready on time it’s more than an inconvenience for my client. They can’t get their work done. So I do everything I can to make sure that every aspect of their virtual office is ready on-time. I make sure that the telephone service is turned up correctly, the telephone number and their business address have been sent to them along with instructions on how to use the services, the internet connection is working properly, the workspace is cleaned, company sign is posted and spelled correctly, etc. When I deliver my product I want my customers to know that they have made the right choice in selecting our virtual office service. I try to not to leave anything to chance. Follow up service Delivering your product is not the end. Even after your product has been delivered and you have been paid, your product is under constant evaluation until the buyer becomes comfortable with it. After a few days or weeks of delivery (whichever is appropriate your product), give your new customer a call to see if they are still happy with your product. If they are not, offer to fix the problem right away. This kind of willingness to go the extra mile will leave a long lasting impression that you are not just about taking their money and moving on. Your customers will appreciate the fact that you care even after you have been paid. It might even lead to additional sales in the future or a referral to a new qualified lead. In my executive office suites business following up on a sale is unavoidable since my product is my office suite space where I also work out of. I see my customers every day. I always leave my door open so that my customers can walk in a talk to me about anything. If something is wrong I want to know about it right away so I can fix it. Conclusion Running a business involves many tasks and activities. It is easy to fall in the trap of the daily grind and neglect what’s really important for your business. No matter how busy you are, don’t neglect your product development, marketing, sales, closing, delivery and customer service. These are critical activitieshttp://www.trendmicro.com.sg/sg/enterprise/challenges/cloud-virtualization/virtual-patching