How can you determine the right follow-up frequency and timing for a prospect?

?? Know your buyer persona! ?? Before following up, understand their needs and communication preferences. Your buyer persona, a representation of your ideal customer, guides tailored messages to address their pain points and goals. ?? Use data to determine the best channels, tone, and timing for follow-ups. For instance, for a busy executive valuing efficiency, opt for concise emails or texts at non-peak hours.

Every prospect has a unique buying cycle. Some may make decisions quickly, while others take more time. Tailor your follow-up frequency to match their cycle, a good rule of thumb is to start with more frequent follow-ups and adjust based on their responses and engagement. Jeb Blount mentions 'Rule of Seven' in sales, which suggests that it takes an average of seven touches to get a prospect's attention. Plan your follow-up strategy to gradually build up to seven meaningful interactions, combining emails,calls,and social media engagements.While persistence is key,it's equally important to respect the prospect's time.Avoid overwhelming them with too many follow-ups in a short period. Space out your interactions.

La détermination de la bonne fréquence et du bon moment de suivi pour un prospect dépend de plusieurs facteurs, notamment : Le stade du cycle de vente L'intérêt du prospect Le secteur d'activité Les habitudes du prospect

In most cases a CRM won't help you determine the right follow up frequency, but it can be used to remind you when the follow up. Typically you'll use the task feature to let you know that an activity is due. For example, 1 day after an email was sent = visit the prospects LinkedIn profile. However, if you have an integrated CRM with tracking data such as website visits, form submissions, link tracking etc you could use these data points as a prompt to reach out manually. Whatever you do, don't rely on "email opens" and start a message with "I noticed you opened my email". No matter what the CRM vendor says, open tracking in 2023/2024 isn't accurate.

Regardless of the rule or guidelines you are following, the content of your follow up message is more important. Always lead with value and try to include social proof where possible. Sharing valuable content from a third party is an effective follow up strategy (again, you’re not making it about you). From your first interaction, you want to come off as a trusted advisor and a valuable resource—not just a salesperson waiting to close a deal. Sources for follow up content: - Owned content / blog content - Share a case study / customer story - Relevant content from non-competing companies - Your thoughts / opinion on news / content Essentially, follow up with anything they could find interesting and helpful.

I’ve learned that follow up is a continuation of the prior conversation if you establish expectations and communicate. It’s a coming together to follow up things that needed more after the initial or prior conversation. Lead with kindness and value and showcase how to partner with the client and the process can be smooth. If follow up is being used as a way to get initial conversations going; play the long game and dive into the communities to have conversations vs totally cold outreach, or establish a cadence that keeps the human element and not a push of just a sale.

Testing and optimizing are your secret weapons for finding the perfect follow-up rhythm. Leverage email tracking, A/B testing, and analytics to decode what resonates with your prospects. It's not just about numbers; it's about understanding their preferences and objections. Seek feedback, learn from your audience, and tailor your approach accordingly. This iterative process isn't just about improvement; it's about precision. By fine-tuning your follow-up strategy, you're not just reaching out, you're resonating, elevating your response rates, conversion rates, and leaving a lasting impact on customer satisfaction.

Ask your clients what support they need and how you can best follow up. Don't be afraid to co create a follow up plan with your prospects.

Puedes implementar un 3x3x3 o conocer muy bien el Buyer persona de tu objetivo, sin embargo cada cliente es un mundo. Y no puedes descartar a ninguno. Te sorprenderá las veces que le vendí a prospectos que consideraba muertos. Por ello, creé una lista congelador. Donde guardo prospectos por todo el tiempo que sea necesario, hasta que estén listos para comprar o si por ejemplo una noticia de inversión de x empresa me hace volver a insistir con algún prospecto de esa lista. Arma tu lista congelador y solo aliméntala con info relevante por diferentes vías.

Pay attention to the prospect's responses (or lack thereof). If they're engaging with your follow-ups, continue at your current pace. If they request more time or show signs of disinterest, adjust accordingly. The timing of your follow-up can significantly impact its effectiveness. Consider the prospect's industry, role, and time zone. For instance, Tuesday mornings are often cited as an effective time for follow-up, as Mondays can be hectic. Personalize each follow-up. Reference previous conversations, offer relevant information, or provide answers to their potential questions. This shows that you're attentive to their specific needs and not just sending generic messages.