Ever feel like you're shouting into the void when following up with potential buyers?
Trust me, I've been there. Nailing your follow-up strategy is crucial to keeping your sales pipeline flowing.
But here's the kicker: it's not just about persistence; it's about smart, strategic follow-ups that get results.
In this article, I'm going to share my top sales follow-up tips that have made a real difference in my own teams sales process.
We'll dive into the art of timing, craft messages that actually get read, and explore how to use different channels (like digital sales rooms…cough cough 👀) to your advantage.
Plus, I'll show you how building genuine relationships can transform your follow-ups from pesky reminders into valuable touchpoints.
So, get ready to improve your follow-up strategy – those replies are about to start rolling in!
1. The art of timing: When should you follow up?
Let's talk about the most important component of sales follow-up tips - timing.
I've learned the hard way that it's not just about what you say, but when you say it.
In my experience, following up within the first hour of initial contact can be crucial to the deals success.
Striking while the iron is hot.
You're still fresh in their mind, and they're more likely to engage. But - if you miss that window, don't sweat.
The key is to be persistent without being pushy.
I've found that some deals sometimes need at least 2 follow ups to peak their interest (remember, people are busy! They might be really keen, but something came up and you simply slipped their mind).
So, don't throw in the towel too soon.
Remember, timing your follow-ups right can make all the difference in your sales process.
2. Crafting genuinely interesting follow-up messages
Alright, let's talk about crafting those follow-up messages that'll actually get read.
I've learned that the key is to make your messages valuable, not just another "checking in" email.
No one want’s to receive them, in fact, let’s all agree to avoid the following lingo…
- Just checking in
- Bumping this to the top of your inbox
- Just following up on the above
- You might have missed my last message
Here's my top tip: always include something new and relevant in your follow-up.
Such as:
- A new case study that addresses their specific pain point
- A piece of data from an internal study
- A quick demo relating to a feature they showed interest in
- Something they mentioned or engaged with on Linkedin
- A deal room link to all your relevant sales content!
I also like to keep things short and sweet - nobody's got time for a novel in their inbox. And don't forget to end with a clear call-to-action.
Make it easy for them to take the next step, whether that's scheduling a call or checking out your digital sales room.
đź’ˇ Remember, your goal is to move the sale forward, not just to touch base.
3. Start using multiple channels
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I've found that if you’re sticking to one channel, then you're limiting your chances of actually meeting them where they’re at.
So, my sales team at trumpet always make sure to use a combo of email, phone calls, and Linkedin in our sales workflow.
It's all about finding what works best for each prospect!
Sometimes, a quick LinkedIn message/voice note can do wonders for your sales pipeline.
Other times, a good old-fashioned phone call is what seals the deal.
It's not just about following up - it's about adding value at every touchpoint.
4. Building relationships, Not just deals
In our sales workflows at trumpet we focus on adding value with every interaction.
That means we share insights, offer solutions to their problems, and show genuine interest in their business.
This approach has helped us maintain a healthy sales pipeline and turn one-time buyers into loyal customers.
Remember, follow-up persistence pays off, but it's the quality of your interactions that really matters.
By nurturing relationships, you're not just working on your current deal, but setting the stage for future opportunities and referrals.
Final thoughts
Alright, let's wrap this up. These follow-up tips aren't just about boosting your numbers; they're about building real connections that last.
By nailing your timing, crafting messages that resonate, mixing up your channels, and focusing on relationships, you're setting yourself up for long-term success in the sales game.
Remember, persistence pays off, but it's how you persist that makes all the difference. So, take these tips, make them your own, and watch as those replies start rolling in. Trust me, your future self (and your sales pipeline) will thank you.
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