You just left a sales meeting with a hot prospect. You feel good about the conversation and you’re confident that you’ll be closing this deal soon.
You get back to your office and you’re ready to tackle the next task on your list when you’re hit with a wave of panic: What do you do next?
You have to follow up with your prospect, but you don’t want to do it too soon and look desperate. On the other hand, you don’t want to wait too long and lose the momentum you built.
You’re not alone in this situation. Sales follow up is difficult, but it’s important. In fact, 80% of sales require five follow-ups to close the deal.
In this post, you’ll learn what sales follow up is, why it’s important, and how to do it effectively.
1. How to Tackle Sales Follow Up to Close More Deals
In the world of sales, the follow-up is everything. This is where deals are won and lost, and where the best salespeople really shine.
In this article, we’ll look at why the follow-up is so important and how you can improve your sales follow-up process to close more deals.
2. Be Unique
You want to make sure that you stand out in your prospect’s inbox, and the best way to do that is to be unique.
Instead of sending the same boring emails that your competitors are sending, try to come up with something different. This could be a funny meme, a bespoke brochure created using an AI brochure maker, a short video, or even a personalized song.
The more creative you can be, the better your chances of getting a response.
Don’t missout on this opportunity and make sure that your email will not land in spam. Make sure to use inbox placement testing to see where your email would land. Being unique is important, but setting the technical infrastructure for it is the base.
3. Use a Multi-Channel Approach
As a salesperson, you need to be where your prospects are. And, in today’s world, that means using a multi-channel sales approach.
This means reaching out to prospects using a variety of different communication channels, such as email, phone, social media, and more.
By using a multi-channel sales approach, you can increase the chances of getting in touch with your prospects and move them through the sales funnel more quickly.
4. Follow Up on the Same Day
If a prospect has taken the time to talk to you, they’re likely to be in the market for solutions. So, it’s important to follow up with them as soon as possible.
If you wait too long to follow up, you risk losing their interest and giving your competition the opportunity to swoop in.
Don’t make the mistake of waiting until the next day to follow up. Instead, make it a priority to reach out to your prospects on the same day you talk to them.
5. Be Persistent
Persistence is a good thing in sales, but there’s a fine line between being persistent and being annoying. If you’re not getting any responses from your follow-up attempts, it may be time to take a different approach.
Instead of sending another email or making another call, try reaching out on social media or sending a text message. You can also try asking someone else at the company to introduce you to the prospect.
If you’ve tried multiple times and still aren’t getting any responses, it may be time to move on and focus your efforts on other prospects. But don’t give up completely – you can always try reaching out to the prospect again in the future.
6. Use a CRM Software
CRM software is a must-have for sales teams that want to close more deals. A CRM system can help you organize your leads, track your interactions with them, and prioritize your follow-up activities.
With a CRM system, you can set reminders for yourself to follow up with leads at specific times. You can also use the system to track which leads are the most promising and which ones you should focus your efforts on.
In addition, a CRM system can help you track your sales performance and identify areas where you need to improve. This can help you increase your chances of closing more deals in the future.
7. Make it Personal
There are a few ways to personalize your follow-up. The most obvious is to use the prospect’s name. It’s also a good idea to refer to the previous conversation you had with the prospect and to mention any personal details they shared with you.
If you have a little extra time, you can also use social media to gather information about the prospect. Then, you can use that information to personalize your follow-up.
For example, if you find out that the prospect is a big fan of a certain sports team, you could mention that in your follow-up. Or, if you find out that the prospect is interested in a certain hobby, you could ask them about it.
8. Automate Your Sales Follow Up Process
We’ve talked about a lot of things you can do to make your sales follow up process more efficient. But if you really want to take it to the next level, you should consider automating as much of it as possible.
There are a number of tools available that can help you automate your sales follow up process. These tools can help you send out follow up emails and make follow up calls at the right time, without you having to lift a finger.
This can help you save a lot of time and ensure that you never miss an opportunity to follow up with a lead. In turn, this can help you close more deals and grow your business.
9. Set Up a Sales Follow Up Schedule
If you’re not already using a CRM, it’s time to start. A CRM can help you organize your leads and set up a sales follow up schedule.
A sales follow up schedule will help you stay on top of your leads and make sure you’re not missing out on any potential deals. You can set up reminders to follow up with leads at specific times, and you can also set up automatic emails to be sent out at regular intervals.
A CRM can also help you keep track of which leads are the most promising, so you can prioritize your follow ups. This will help you save time and close more deals.
10. Use Sales Follow Up Email Templates
Your sales team should use email templates in their follow up emails. This is especially important if your sales team is sending a high volume of emails. It can be a huge time saver to use email templates, and it helps your sales team maintain consistency in their communication.
You can also use email templates to create a library of pre-written responses to common questions and objections. This will help your sales team respond to leads more quickly and efficiently, and it will help ensure that they’re providing accurate and consistent information.
11. Focus on the Right Prospects
Time is money in sales, and you can’t afford to spend time following up with every single lead. That’s why it’s so important to focus on the right prospects.
One way to do this is by using lead scoring. This is a process where you assign a score to each of your leads based on how likely they are to buy. You can then use this score to prioritize your follow-up efforts.
Another way to focus on the right prospects is by using your CRM to segment your leads. This will allow you to group them based on things like their industry, company size, or location, and then tailor your follow-up efforts accordingly.
12. Ask for Referrals
Asking for referrals is a great way to expand your network of leads and prospects. If you’ve just closed a deal, ask your new customer if they know anyone else who might be interested in your product or service. Most people are happy to refer you to others if they had a good experience with your company.
You can also ask for referrals from leads who haven’t converted yet. If a lead isn’t ready to buy, ask if they know anyone else who might be interested. You can even offer incentives for referrals, like discounts or freebies.
13. Create an Effective Sales Follow Up Email Signature
When you’re sending an email, you’ll want to make sure you’re using an effective email signature. An email signature is a block of text at the end of an email message that includes your contact information, company name, and possibly a legal disclaimer.
A good email signature should be short and to the point. Include your name, job title, company name, and contact information. You can also include a link to your LinkedIn profile or a call-to-action (CTA) that encourages the recipient to take the next step.
For example, you could include a CTA that directs the recipient to schedule a call with you. Or, you could include a link to a piece of content that’s relevant to the conversation you’re having.
Make sure your email signature is professional and reflects your personal brand. You can also use your email signature to show off any awards or accolades you’ve received.
Conclusion
Successful sales follow-up is a combination of art and science. There isn’t a one-size-fits-all solution. Every deal is different, and every rep has their own style.
That said, following these tips will set you up for success.
Susan Chisnall