Sales Followup Strategies: Master The Art of Following Up
Follow-up is an art that isn't covered or taught in management or business school. If you properly cultivate this art, your chances of success in your jobs, businesses, or personal lives dramatically rise.
Many salespeople find it challenging to master follow-up strategies. I'm here to tell you, however, that leaving a message for a prospect that reads, "I'm just calling to touch base" or "just bumping up this message" is too basic.
Let's all agree to stop using these cliches, please. There are many creative and successful ways to follow up with someone, but you need a good reason to do so.
The following are five simple ways to follow up with someone:
Send a card or
Example 1: You're organizing a webinar. You could text them the week before the webinar to remind them about it after you email the person your invitation, call them to personally invite them and mail the invitation. You'll use all five methods of communication when they attend your event and you offer to meet them in person or on a one-one zoom call.
Example 2: After meeting someone on a networking event you can with them through LinkedIn and then send them a handwritten note saying, "It was great meeting you!" Then you could give them a call a few days later to see if they'd like to meet for coffee, and the day before your coffee date, you could text them to say you were looking forward to seeing them. You can now meet them face to face. There are so many ways you can get in touch with someone.
This art, however, can become tedious and stressful for both the seller and the prospect if there is no organized process in place. Therefore, it's crucial to understand how you can implement this in your sales strategy if you want to increase sales.
Let's look at the entire process of creating a well-structured routine in order to master the art of following up.
Mastering The Art Of Follow-Up: The Step By Step Process To Perfect The Art
Create a structured process, and then adhere to a few key steps, in order to perform a good follow-up. Here are a few pointers.
**1. Have a Follow-Up Plan
Setting up a plan and a structure for all actions is the first step to a successful follow-up. The only way to effectively identify and follow up during each stage of the buyer journey is to plan ahead.
For instance, if your product is a sales training course and it typically takes a prospect 2 months to buy it, you might try to shorten this time by making more contacts in just 1 month.
You must initially test various sales channels, avenues, and strategies. Make sure to continuously record these processes throughout. These days, spreadsheets or even CRMs can be used to document your daily activity.
**2. Create a Unique Cadence Flow
Cadence flow describes the different follow-ups that are made to the same prospect in order to keep the relationship strong and ensure progression to the following stage. As a result, this flow needs to be regular and contain accurate information so that each contact can successfully close a sale. It's important to emphasize that every persona has a unique decision-making profile.
Vendors must therefore have a thorough understanding of their target market in order to avoid being intrusive or distant. There are clients who desire special treatment and are willing to pay attention to you.
Conversely, phone calls with prospects who are extremely busy might become tiresome. It is a good idea to create automation flows on tools like Poseidon that automatically nurture prospects if the majority of contacts are made via email, Linkedin and Phone.
For instance, it's crucial to remind prospects of their problems and how your brand can help them in the first cadence-flow email. If the contact is made by phone, set a deadline for the final response or a specific date for the next contact at the end of the call.
Keep in mind that the prospect should be the main focus of the contact, not you. Therefore, avoid using the entirety of the email or phone call to promote your company or product; otherwise, the prospect may become completely disinterested.
**3. Choose The Right Sales Channel
Knowing your audience well is essential for developing a successful communication channel. Therefore, in this situation, you need to be aware of the best means of communication with your persona.
The most effective channel will be the one where the potential customer interacts with you, responds, and pays attention to you. In order to establish a connection and earn the prospect's trust, it is crucial to choose the appropriate communication channel.
Asking leads about their experience and whether they have any suggestions for changes at the end of the convo will help you forge genuine connections.
**4. Mental Triggers
Sometimes deciding or buying something takes a lot of work. The brain typically mulls over a number of circumstances before making a choice that could have a significant impact on the outcome. As a result, mental triggers are crucial.
They will help the potential customer make a decision more quickly and easily, putting aside minor issues as they zero in on a final choice. For instance, scarcity and urgency are two common triggers.
The brain weighs a variety of factors when deciding whether to make a purchase, including the product's price, its ability to solve a problem, and its actual need. The brain understands that all other issues should be disregarded when vendors activate the urgency and scarcity trigger by stating that the offer is only valid for the next 24 hours or that the item is the last one left in stock. So, in order to use them appropriately, a good vendor study and is familiar with a variety of mental triggers.
**5. Try Content Marketing
The marketing and sales teams collaborate to prospect, nurture, and convert leads, which strengthens their relationship. Understanding content marketing strategies can therefore be extremely important for a vendor.
First and foremost, reputable companies understand how to add value to their products and services and that each interaction with a lead needs to be distinct.
In light of this, avoid sending the lead templated emails that ask for responses. Personalize your emails, use context for reaching out, and provide information regarding the deal.
Users may then feel obligated to respond to the email in order to avoid leaving the seller without a response.
Additionally, leads may still have concerns about your brand or service during this phase. Consequently, using resources during the lead nurturing process, such as ebooks and blog posts, may help you close the lead quickly.
**6. Use Case Studies as Social Proof
Prospects may be aware of their needs and how your product or service can assist them, but they may not yet be completely convinced that your company is the best choice. Presenting success stories for your brand is currently the best course of action.
You can give your service more credibility by using these anecdotes to demonstrate to potential clients that your company has successfully addressed a similar issue in the past. When you talk about yourself, it can occasionally come off as petty, but when a customer does it, it's not a problem.
**7. Send A Summary Of Your Conversations
The follow-up procedure is a path to success that must be steadily reached with each contact. Therefore, whenever you call the prospect, try to jot down the key points you want to discuss with them and send it via email after the call.
The prospect can discuss these points when they are preparing to make a decision in addition to compiling a document that will be examined later. Nothing is more irritating than making contact without being aware of the issue, so this habit will help you have precise and great conversations.
**8. Maintain Intermittent Contact
As we've already demonstrated, developing a successful follow-up routine only includes finding and coordinating the workflow. In order to close the deal, it is crucial to establish the proper time intervals. For instance, it's typical to wait a while before making the next call after the initial contact.
The lead isn't the only one who must make decisions and may still need to learn more about the advantages of the service. After the second contact, calls may come more frequently---every five to ten days, for example.
**9. Pick Appropriate Follow-up Times
If vendors contact leads at an inconvenient time, follow-ups may become annoying. For instance, nobody enjoys getting sales calls at 7:00 AM or 8:00 PM. It is crucial that business hours be observed if the contact is made by phone. In the case of emails, there are no issues because customers decide when to check their inboxes and when to reply.
However, we advise sending this kind of content first thing in the morning. It is at this time that leaders begin their daily work routine and establish their objectives.
Five Essential Follow-Up Technique That Help You Not Look Like A Stalker
While the above procedures would help you master the art of following up we also need to be aware that between friendly conversation and being intense or intrusive, there is a fine line.
Here are five simple tips for graciously following up while maintaining friendly and considerate communication. I consider the entire game to be a mild fusion of storytelling, science, and good fortune:
1. Do not follow up on Mondays. Consider politely following up with an email after lunch or around noon if you want to. The best days for calls, user reports, etc. are Tuesdays and Wednesdays. Monday mornings are typically hectic with staff meetings, email catch-up, trip preparation, etc. The emphasis is on activities and completing assignments on Tuesday and Wednesday.
2. Be Kind. You are most likely requesting a business opportunity or favor. Being kind can go a long way. Jill Lubin, the author of The Profit of Kindness, asserts that "kindness is the new currency" in business. Being kind can go a long way and is an example of soft power.
A nice way to get to know someone is to inquire about their day, follow up on personal information they shared with you during a conversation, or bring up a post or article they might find interesting. Once more, it must be genuine and real. Additionally, saying "please" and "thank you" are extremely helpful.
3. Be Helpful. The world is based on giving and taking. One stands out by providing value or lending a hand. Sharing knowledge or technical skills might be advantageous to the other person.
Making a call or offering a little help on a project on someone else's behalf is always appreciated. These things will keep you in people's minds in addition to the good karma points that you'll earn.
4. Spread Positive Energy. To succeed in business, you must have positive energy. Be likable and captivating, but always stay true to yourself. Think positively and smile from the heart.
It is incredible how your energy can be perceived by the other person (even virtually), and how a conversation can be greatly influenced by your positive energy. Additionally, make notes so you can refer to them and show interest.
5. Always Be Thankful and Grateful. "Thank you" is a crucial word and a powerful relationship-building tool. Saying "thank you" is more crucial in the business world than one might think, especially in this era of informal and fragmented communication.
It's a courteous act that has the power to make or break a business deal or relationship. A simple "thank you" can foster loyalty by demonstrating to clients, partners, and coworkers that you value the relationship. Humor and sound business judgment are also important qualities.
Conclusion: The Art Of The Follow-Up
You must follow up consistently and with persistence. If you follow up regularly, like once a week, you increase your chances of making a sale. They might reject you once or twice, but chances are good that they will grant your request shortly after.
Even though follow-up doesn't need to be complicated or difficult, people have struggled with it since time immemorial. With my experience, I can now say with assurance that with persistent follow-up, you can get things done and close more sales!
"Follow-up is the Key to Repeat Sales," "Follow-up is the key to your business' success."