The DriveSales™ | In B2B sales, fortunes are in the follow-ups!
Whenever we get together for meetups, summits or attend start-up events, we often discuss, what is that one thing that has helped us to skyrocket our company sales, people around me have different answers, however, I realized that most important thing in sales is being CONSISTENT, consistent to identify prospects daily, consistent to send them an email, consistent to call them, consistent to work with delivery team to command product offerings and most vitally, being consistent in follow-ups.
What follows up can do? It makes you stand out & increases your chances of lead conversion. How? Let me explain this by example, I get 6–7 cold emails every day, some are professionally written and researched, however, I never see a follow-up email on the same email chain, what does it mean? It means, I might skip that email considering it a normal cold email but maybe if I get a follow up on the same email, it will catch my attention, I will not overwhelm you with stats, you can get that by google, but by being consistent enough in the entire sales cycle can double your lead conversion.
Here are the key pointers to keep in place while you make follow up with prospects.
1) Make prospects feel valued by your follow up email.
2) Answering any questions or concerns your customer might have while you follow up.
3) Research more on the prospect to command prospect understanding and add how you might be of further service while you follow up.
4) In your follow up, ensure your prospect’s needs are met by your product or service.
5) If you do consistent meaningful follow-ups, prospects feel that they matter and that you care for their needs.
Ultimately, be persistent and don’t give up if you don’t get a response in the first couple of follow-ups, but make sure you are consistent in meaningful follow-ups, not 1, 2 maybe some time you will have to make 4–5 follow-ups to close the deal so never hesitate, fortunes are definitely in the follow-ups!
Now, as an effective SALESPERSON! We can do three things from here.
1) Ignoring the opportunity and blaming the situation for revenue loss.
2) Taking important notes and going back to revisit your sales strategy with the growth mindset.
3) Reaching out to us if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like an Estée Lauder quote, “I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.”
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