How awesome would it be if new clients simply dropped into your lap at the right time? We wouldn’t need to do so much work – that’s for sure! Unfortunately, real life doesn’t work that way. Salespeople and marketers rarely catch a break, leaving you no option but to have an active follow-up process.

Quite a few times it takes 6 to 10 follow-ups, depending on the size of the deal before you can move a lead forward in your sales process.

Given disturbing nature of phone calls, doing all these follow-ups over the phone isn’t always smart. You should also use subtle communication channels like email & SMS especially to do follow-ups. It is more effective that way.

That’s why email has evolved to become one of the most important tools for any sales team. It allows you to reach out to anyone at any time and – if you do it right – arrange a meeting. How amazing is that?

But that doesn’t mean it’s easy. Of course, you can follow various tips and tricks to help you run a better drip campaign with a tool like Sellulose. You could even turn to templates that have been battle-tested to make the whole process easier. But there may be one area in which you are lagging – and that’s follow-up process.

New sales and engagement do not happen at the first contact. What gets a prospective customer from point A to B here, especially in aspects that are driven by relationship-building (like sales and marketing), is the follow-up.

THE PERFECT SALES FOLLOW UP EMAIL APPROACH

Do you know that point in the sales process, where you’re having a nice conversation with a prospect, and then the trail suddenly goes cold? We’ve all been there before

You must start off with a logical follow-up plan:

  • Send the first outreach email to the prospect
  • 2 days later – the first follow up email
  • 5 days later – the second follow up email
  • 7 to 10 days after the second follow up email
  • Ideally, you should keep doing follow-up or move them to marketing list where you share email newsletter with them

Followup

On that basis, here are two things to keep in mind when designing your follow up campaign for maximum impact:

  1. Provide Value

The best way to engage a prospect at any time is by providing value. This is especially true when it comes to follow-up and you’re trying to get them to respond to your sales email.

So, start using your follow-up campaign to share success stories from previous customers that you have worked with. Send interesting case studies as proof of your awesome product or service. You could even offer short courses that provide prospects with a viable solution to their need or challenge.

Approaching follow-up in this way will effectively keep prospects interested. It will get them to see you as a valuable contact that can offer real solutions to their problems. Doing this will help you transform your outreach from a seller to prospect interaction – into a relationship that is based on trust.

  1. When they are turning non-responsive

A lot of times they turn non-responsive because they might or might not have certain objections in mind and they are not sure if it’s of any value to give you time, you need to do followup more aggressively to make them pay attention to you.

Once you get a chance to speak with them try to understand what’s stopping them moving forward in the process. You need to help them overcome objections.

So, your focus should be on finding out if the prospect has any objections that stopping him or her from moving forward. At this point, your mantra should be, “close the sale or close the file.

  1. Automate the Follow Up Process

Secondly, consider automating your sales email follow-up process. This lets you engage prospects consistently with targeted messages that provide value and help you build strong relationships.

On the other hand, working without automating these replies puts your whole follow up efforts at the mercy of your personal schedule. Getting busy means you won’t be able to stick to a strict schedule. And if that happens, then you lose your base of potential customers.

So, you can use Tools and avoid this loss. A tool that helps you automate your follow-ups to run on a set schedule and keep your efforts consistent.

To wrap it up, follow up emails work, but only if you stick to an established set of rules, principles, and strategies. They can be amazing tools that help you build strong relationships with prospects and turn them into long-term customers.

 

Followup_last pic.jpg

To wrap it up, follow up emails work, but only if you stick to an established set of rules, principles, and strategies. They can be amazing tools that help you build strong relationships with prospects and turn them into long-term customers.

 

 

Sales Expert:  

Geet

Geet Mehr – Cofounder Sellulose

Sellulose is virtual email assistant for salespeople 

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