When you are dealing with prospects, you are not only approaching them with an initial offer, but chasing them with more information and then pursuing them to get a response. With every interaction, your aim is to keep the conversation going so that you can strike a deal. Your prospects need to be engaged constantly – you can’t run the risk of a prospect falling off your radar and losing out to a competitor. This is why quick and timely follow-ups are essential.
WHY FOLLOW-UP IS REQUIRED
Your prospect, whether it is a lead handed down from marketing or a lead who arrives at your website after a search, has some sort of interest in what you are selling. You need to pique their interest further by engaging with them and telling them more, as well as learning more about their needs. This way, you will be able to provide them with a better solution.
WHAT TO KEEP IN MIND
You should also try and keep your follow-ups consistent. You might want to create a sequence, or a number of messages which are linked together and build on each other. Try to keep the tone consistent with your brand and offering. Your messages do not have to be scripted, but well planned…this will make them more well-received.
You should also provide complete answers. Your prospect may ask for more information, and it is up to you to provide ample, concise information which clears their doubts and concerns. Share deep,insightful product knowledge with your customer- this helps build trust and enhences your credibility.
And, most of all, your response should be quick and speedy. Respond as soon as possible, and give them a quality response. You should be able to see when you last interacted with your prospect and get back to them at a reasonable time. The longer you take to respond, the easier it is for your prospect to move on to a competitor. Salesvue enables you to follow up easily, because it allows you to track easily. Our one-click call screen lets sales reps log calls with the click of a button. You can record when the call was made as well as what action was taken; so when you follow-up, you take the correct next step, at the correct time.
Follow-ups are key to retaining and gaining customers – make sure you take the time to do it effectively.