Be creative when following up your prospects to get the results you need.
Sending an email or calling a prospect who has gone silent after your first conversation or appointment is essential and tricky at the same time. You cannot afford not to follow-up since it would be like letting all your hard work go to waste. Keep in mind that most people have a lot of things on their minds so it is possible that they have simply forgotten about your offer. As such, you need to remind them about it.
On the other hand, some people may feel like they are bothering their prospects whenever they check in or touch base. To avoid feeling this way, don’t follow-up when you have nothing valuable to add to the conversation. Remember, your goal is to move your prospect through the sales funnel so you need to be helpful and convincing without being annoying.
Follow-Up Tactics That Work
Instead of sending the usual follow up emails or calling just to touch base, here are some ideas that you can use to attract your prospect’s attention and improve your chances of closing the sale.
- Answer questions. Answer every question your prospect may have about your products and/or services in an honest and timely manner. This is always one of the best ways to keep in contact with your prospects.
- Provide new information. There is nothing more exciting than being on the loop and receiving breaking news and updates about something that interests you. Use this to your advantage. Call your prospects or send them an email when you have something new to share with them. This can be in the form of an article culled from industry publications and newsletters, a related case study, a video, an eBook or a report. Be a knowledgeable resource and you can definitely improve your chances of making a sale.
- Provide solid proof. Consider sharing success stories about how your offerings helped other people who had the same problems. Keep customer testimonials on file and ask if you can use them for marketing purposes. You may also want to provide a reference list of satisfied clients to help you close the sale. Remember, word of mouth referrals work wonders.
- Invite prospects to a video chat. Face-to-face interactions have a greater impact than emails and phone calls so invite them over for a video chat. This can help ensure that you have your prospect’s undivided attention.
- Pay them a visit. Consider dropping in if your prospect is located near you. Tell them that you were in the area so you decided to check in with them. If you don’t want to drive in unannounced, send them an email a day before you drop in.
Be more creative with your follow up and your prospects will surely look forward to hearing from you.