(Yet only 8% of salespeople actually follow up more than five times. Depending on your product and industry, that number can easily go up to eight, nine, even double digits. You’ve probably seen the stats about how many follow-ups are required to close deals. They miss phone calls, and emails get missed by accident. You could use a teaser, such as “Open me for a special holiday offer!” Not following up enough If your email’s the length of War & Peace, it’s only going to put them off.ĭon’t beat about the bush: If you have something to ask or something to offer, say so right away! The email subject line is also important, as it needs to encourage the recipient to actually open the message. Your customers don’t have time to read reams of text when they’re trying to get on with daily tasks. TL DR - You don’t want that response to your carefully-written email, so keep it concise and to the point. 3 common follow-up email mistakes to avoid Burying important information in long text Make this part of your overall strategy (including things like email marketing) and make sure your company name stays fresh in prospects’ minds. They’ve probably shown interest in several other companies, and flicked through ads for similar products on LinkedIn or other social media.Įven if you don’t make the sale right away, regular follow-ups will help you stay top-of-mind for prospects and make it more likely they’ll think of you when they do need your services. You are not your prospect’s one-and-only. It helps you stay fresh in prospects’ minds (Learn more about sales AI.)įor example, if I want to see how frequently Competitor X is popping up in sales conversations, I can create a “ Custom Moment” to track that keyword (or any phrase): We use Dialpad's unified communications platform, which integrates with Salesforce, to communicate with prospects and it’s great because Dialpad’s built-in AI ( Dialpad Ai) transcribes sales calls in real time-and also picks up on keywords we want to track. With this information, your sales team can be better prepared for future conversations with both these and other prospects-and your marketing team can ensure they’re promoting relevant content! This is where a CRM can be very useful (HubSpot and Salesforce are two big ones), as they essentially let sales reps instantly access a prospect’s interaction history with your business during sales conversations. Even if you don’t close the deal right away, you can use follow-ups to ask prospects probing questions like what their buying cycles are like, which of your competitors they’re considering, if any decision-makers are holding up the deal, and so on. It can give you a better understanding of your customersįollow-ups also help you to learn more about customer preferences and behaviors. If people still don’t respond after a few follow-up attempts, you can take them off the priority list and spend more time on the others. Sales follow-up emails can also help you differentiate between prospects with a strong chance of conversion, and those where you haven’t got a snowball’s chance in hell. Whether you’re enticing someone to use your products or services for the first time or aiming to increase their spend, a well-timed check-in can make that happen. There’s another 98% on the table, just waiting for you to make your next move. Only 2% of sales are made during the first contact. If you send a carefully-crafted follow up, you have a good chance of bringing them back into the fold. None of these are “cold” prospects-they’ve demonstrated an interest in your business. Maybe they started a product trial but didn’t complete it, or they verbally committed to something but never made it official.īusinesses use follow-up emails in a whole variety of ways including reaching out to someone who abandoned their shopping cart (as 88% of online shoppers do!) or a previous customer who’s hit the unsubscribe button. Sending follow-up emails can be a quick and effective way to win back people who have dropped off the radar. What are the benefits of a follow-up email? It helps you re-engage prospects
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