Following up is very frustrating sometimes.
You have to avoid the temptation to say “Do you have any questions on that proposal” or…
- “You said you wanted to work with us, WTF is going on?”
- “Hey man, you gunna buy this shit or what?”
- or “Hey weirdo I saw you opened my docusign like 10 times.”
That being said, I asked my smart friends on Facebook and Linkedin what the best ways to follow up were and I got some absolutely GOLD NUGGETS, that I’m going to share with you today.
5 Ways to Follow-Up in Sales That Don’t Suck
Embrace the Power of Timing
Remember the saying, “timing is everything”? This can’t be more accurate, especially in sales. It’s not just about how you follow up, but when you follow up. Instead of a predictable next-day nudge, try understanding your client’s rhythm. For instance, if you know they’re wrapping up their fiscal year, give them space and then approach right after with how you can help them kickstart the next year. Being mindful of your client’s schedule and pivotal moments can increase your chances of getting a positive response.
Action Tip: Use a tool like ‘Google Alerts’ or ‘Mention’ to keep an eye on any significant news related to your prospect. Did they recently win an award? Launch a new product? These are excellent times to reach out with a personalized touch.
The Human Connection Matters
In our age of digital communication, nothing stands out more than a genuine human touch. We’re not just talking about face-to-face meetings. It can be as simple as sending a handwritten note or a small token of appreciation. Remember, people buy from people, not companies. Showing your human side, especially when everyone else is firing off templated emails, can make a world of difference.
Action Tip: Every month, pick a handful of prospects to send a personalized note or a small gift. Websites like Sendoso or Alyce can help automate this process while still keeping it personalized.
“Is this adding real value to my prospect?”
Sales follow-ups don’t need to be pushy, desperate, or annoying. In fact, by adding value, being mindful of timing, and prioritizing genuine human connection, they can be a powerful tool in your sales arsenal. It’s all about understanding the needs and preferences of your prospect and acting on them in a way that’s both professional and personal. So next time you’re about to hit ‘send’ on that follow-up email, take a moment to think: “Is this adding real value to my prospect?” If the answer is yes, you’re on the right track. Happy selling!