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Sales meetings usually go something like this: You introduce yourself, chat about your product or service, and then ask if the prospect has any questions. If they do, you answer them as best you can. If they don’t, you wrap up the meeting and send a follow-up email later that day (or week).
And then… you wait. And wait. And wait some more. But the prospect never responds. Sound familiar?
Don’t worry, you’re not alone. The majority of salespeople have been in your shoes at one point or another.
The good news is that there are a few things you can do to increase your chances of getting a response from a prospect after a sales meeting. In this blog post, we’ll share some sales follow-up techniques that actually work.
Contents
Tips to Create Follow Ups
1. Send a Personalized Email:
A personalized email is a great way to start off your follow up process. In your email, be sure to mention something specific about the lead that shows that you were paying attention during your conversation.
This could be something as simple as mentioning a pain point they mentioned or a recent project they’re working on. By including this personal touch, you’ll show the lead that you’re interested in their business and that you’re paying attention to their needs.
2. Send a Time-Sensitive Offer:
Sometimes, sending a time-sensitive offer can be just the thing to get a lead to commit to doing business with you.
For example, if you know the lead is considering using a competitor’s product, you could offer a 10% discount if they sign up within the next week. This sense of urgency can help push the lead towards making a decision in your favor.
3. Set Up a Meeting:
If you’ve been speaking with a lead for a while but haven’t been able to close the deal, it might be time to set up a meeting.
This could be an in-person meeting or even just a video call. Having a face-to-face (or face-to-camera) meeting will allow you to build rapport with the lead and really sell them on why your product or service is the best option for their needs.
4. Send a Thank You Note
A thank you note is always appreciated, but it’s especially powerful when sent after a purchase has been made. In fact, sending a thank you note is one of the best ways to increase customer satisfaction and loyalty. It shows that you are paying attention and that you appreciate their business.
5. Check In periodically
It’s important to check in with your customers after they’ve made a purchase to make sure they’re happy with the product or service. This can be done through a phone call, email, or even a personal visit.
Checking in also gives you an opportunity to upsell or cross-sell additional products or services that may be of interest to the customer.
6. Send Personalized Communications
Personalized communications are always well-received because they show that you are paying attention to the customer as an individual. This could be something as simple as sending a birthday card or as elaborate as sending a custom-made gift.
The key is to make sure that the communication is genuine and that it comes from a place of wanting to build a relationship, not just make a sale.
7. Offer More Than what was originally purchased
When you follow up with a customer, offer them something extra that wasn’t originally part of the purchase agreement.
This could be a discount on their next purchase, free shipping, or even just some helpful tips on how to get the most out of what they bought from you. Showing that you want to help them succeed will go a long way in building loyalty and trust.
8. Seek Feedback
Finally, don’t be afraid to ask for feedback from your customers. This can be done formally through surveys or informally through casual conversation. Either way, soliciting feedback shows that you care about your product or service and that you want to continuously improve the experience for your customers.
Asking for feedback also gives you an opportunity to address any problems before they become major issues.
What is the Best Time to Follow Up?
When it comes to following up, timing is everything. You don’t want to seem anxious and contact the potential customer too soon, but you also don’t want to wait too long and risk having them forget about you. So, when is the best time to follow up?
Ideally, you should aim to contact the prospective customer within 24-48 hours of your initial meeting or sales call. This ensures that they’re still thinking about you and your product, but doesn’t make you seem overly eager. If you wait any longer than 48 hours, there’s a chance that they’ll have moved on and be less receptive to your follow-up.
Conclusion
Effective sales follow-up is all about building relationships and showing your potential customers that you care about them—not just their business.
If you want to close more deals, try using some (or all) of the techniques we’ve shared in this blog post. From personal notes and phone calls to face-to-face meetings, there are plenty of ways to stay in touch with your leads without being overly pushy or sales-y. The key is finding the approach (or combination of approaches) that works best for you and your business.
