Sales is the key operation that turns prospective leads into paying consumers. However, many salesmen still think a successful first call is the only step in converting a client.
What could they be possibly missing? A well-timed and strategic follow-up. It is a critical step in the entire sales process that is often ignored by many.
Also Read: From Leads to Sales: Nurturing Strategies That Work
Discover some best follow-up practices for salesmen to incorporate.
A good follow-up can create the difference between losing a client and closing a deal. Thus, developing a thorough understanding of how to conduct a follow-up is necessary for salesmen looking to succeed.
Timing Is Essential
If the sales call has ended right now, then you ideally you should contact them within 24 hours. Your conversation with them will remain fresh in their minds for roughly that long, and a timely reminder can do wonders.
Post the first follow-up, in the event it does not garner a response, reach out to them at strategic intervals. The key is to not overwhelm or annoy the lead. A rule of thumb is to keep it biweekly, depending on your sales cycle.
Develop Tailor-Made Communication Strategies
If you want the leads to remember you, then you will have to showcase how well you know them. While following up, the key is to personalize your content. Refer to previous interactions and how your product can best cater to their needs.
Simple details such as using their name instead of “valued customer” work like a charm. Remember to be as precise and clear as possible. Avoid unnecessary jargon or paragraphs.
Re-Engage on the Right Platform
If the first touch with them was through an email, then so should the second. If the first was through a call, then so should the second. Depending on how your first contact was, the second contact should match it.
Therefore, your first touch should be done strategically. Phone calls are best for personalized interactions, which can give you greater insights and feedback. Emails display more professionalism. Each medium has its own benefits.
Use a CRM for Better Tracking
You will ideally be interacting with multiple leads, and keeping track of all interactions is difficult. To help you better manage these interactions for ideal follow-ups, make use of a CRM tool.
Each conversation and communication can be organized for a strategic second touch. With CRM software, you can easily set reminders and all contacts in order.
Closing Thoughts
A follow-up is a crucial part of the sales process, and mastering it is essential to becoming a successful salesman. The key is to personalize and time your communication to deliver it across the right medium. With this, you can develop long-term relationships, increase sales, and drive revenue.