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Sales: The Follow-Up

In this blog post, I’m discussing how you can increase sales simply by following up with your potential leads.

Every business needs a strong customer base. If you want to see your business grow, you need to be able to convert your prospects into customers and retain your existing customers, with a goal of creating as many loyal customers as possible.

There are several ways to keep in touch with your prospects and increase your conversions, while simultaneously keeping your procurement costs low with no extra advertising or marketing expenses.

One great way to grow your prospects list is by accumulating email subscribers with free giveaway offers or referral programs etc. I recommend email automation since it allows you to communicate with the right person at right time, without eating your time.

Once you have a list of prospects, the next step is to figure out how to communicate and follow up with them.

The Follow Up Process In Sales

1. Research

Below are some basic ways to research your prospects:
You can Google them.
To connect with your contacts, you’ll need to figure out some of their contact information. The easiest way to start on this is to do a simple Google Search.
Input your contacts into a spreadsheet.
The easiest and most effective way to keep track of your prospective client’s details is to create a spreadsheet, using either a Google spreadsheet or Excel. This allows you to easily sort them, filter them, and categorize them. Make sure you have added all the necessary information like business name, contact person, business owner name, phone numbers, email and web addresses.
Track more contact information.
You should keep track of every time you communicate with a prospective client. Record the day of contact, what you discussed, and what their desires are. If you tend to communicate with a lot of people on a daily basis, this is a crucial method that will help ensure you don’t confuse who’s who in the future.

2. Follow-up Cycle

It can be difficult to find the right balance when following up with contacts. You don’t want to become a nuisance, which will only ensure a rejection, and you want to make sure you’re choosing the right moment to reach out again. It’s a good idea to look at each step of your current process to identify areas that could use improvement.

After you’ve sent your initial contact email, wait 3 days before emailing them again to see if they received the first message or went over the content inside. This is a great chance to reinforce your message and showcase the significance of your product. After 7 days, send them another email or call them. After 12 days, you can stop by or drop a business card. After 30 days, call or send them a message again.

Following up with your prospects is a good way to convert contacts into clients, so long as you are presenting yourself as helpful and courteous of their time. If there isn’t a response or any engagement from the business, then you should follow up again in a couple months. After that, if there is still no response then you should follow up every 4 to 6 months

How will you follow up with your prospects? Let me know your ideas in the comments below.

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