KNOW YOUR ‘NEXT STEP’
By the time you finish your sales call, you should have a tangible, practical ‘next step’ in place. Are you going to follow up in person? Are you going to send a proposal? Are you going to call back with more details and information, or are you going to bring your VP on-board to help cement the deal? After your initial interaction, figure out how you are going to take it forward and plan for it.
GIVE THEM SOMETHING TO CHEW ON
Give your prospect some additional information or useful material that can guide them towards a purchase decision. Then put the ball in their court – ask them to share thier views on the same, so that you can build on up from there. You are giving the customer something to ponder over, so that the process continues even though you are not directly speaking to them.
Some sales processes take a long time to come to fruition, especially if it involves a lot of decision makers and capital. Similarly, there may be some prospects who take a long time to respond or take a decision. In situations like these, putting your prospect on an automated campaign can help. Send them some interesting information or content which they find useful, or just an update on your activities, every month or quarter. This way, when it is time for them to make that purchase, you will be on their minds.
With Salesvue, you can keep your prospects engaged without missing out. Automated follow ups and customizable campaigns guide sales reps through exactly which touch points to utilize, which means that the guesswork of finding a suitable follow-up timeframe goes out the window. Salesvue’s programmatic selling approach ensures that no lead slips through the cracks and goes unnoticed.[/vc_column_text][/vc_column][/vc_row]