Follow-up is a crucial part of the sales process, but it can also be challenging to do it right. You want to stay in touch with your prospects, remind them of the value of your solution, and move them closer to a decision. But you don't want to be annoying, pushy, or rude. How do you balance persistence and politeness in sales follow-up? Here are some tips to help you.
Different prospects have different preferences and expectations for follow-up. Some may appreciate frequent and detailed messages, while others may prefer less frequent and more concise ones. Some may respond well to calls, while others may prefer emails or texts. Some may have a clear timeline and budget, while others may need more education and nurturing. The key is to know your audience and tailor your follow-up accordingly. Ask them how they like to communicate, when they are available, and what information they need. Use a CRM tool to track their behavior and feedback, and segment them based on their stage, persona, and interest.
A phrase I appreciate having learned from my current sales leader is “just being professionally persistent here”. I’m often thanked for my persistence after that email instead of cursed out.
Knowing the path of communication that is most conducive to your prospect/customer is persona is one more important things to be aware. I tailor my approach completely different for when I see a persona that is super active on social like LinkedIn then with some who hasn’t engaged in months. I would send a voice note to a person super active on LinkedIn to stand out. For someone who prefers email, I send one that looks like an internal email to increase open and response rate!!
O pilar principal ao conduzirmos estratégias de fideliza??o, deve ser justamente munir-se de toda e qualquer informa??o possível sobre meu público alvo. Apenas os conhecendo, que nos capacitamos para contornar possíveis obje??es e atingir convers?o.
One of the worst mistakes you can make in sales follow-up is to send generic or irrelevant messages that don't add any value to your prospects. Instead of just checking in or following up, you should aim to provide something useful or helpful to your prospects in every interaction. This could be a piece of content, a case study, a demo, a testimonial, a referral, or a solution to a problem. By adding value, you show your prospects that you care about their needs and goals, and that you have something valuable to offer them. You also build trust, credibility, and rapport with them.
Always be on the lookout for ways to create value for your prospect. This creates momentum. When you share valuable content you stay top of mind. This takes you out of the "salesperson" box and puts you in a different category. You become a trusted partner.
- Balance persistence and politeness by adding value to each follow-up - Avoid being pushy or ineffective by: - Offering valuable insights, resources, or solutions - Demonstrating commitment and expertise - Aim to educate, address concerns, or provide updates - Foster trust and respect with the prospect - Listen actively and adjust your approach - Show consideration and adaptability - Keep the conversation alive and prioritize the prospect's interests - Increase the likelihood of a successful sale
Seja nos disparos em massa via WhatsApp ou nas campanhas de e-mail marketing, Tornar cada mensagem um pouco mais atrativa, pode acelerar nossos ganhos, pois nos colocamos como parceiros desses clientes/interessados, além de executar uma "venda consultiva", de fato.
Another way to balance persistence and politeness in sales follow-up is to respect your prospects' time and availability. Don't bombard them with too many messages, don't call them at inconvenient times, and don't pressure them to make a decision before they are ready. Instead, be respectful of their schedule, their pace, and their process. Ask them when they would like to hear from you next, and stick to that. Confirm their availability before calling or meeting them, and keep your conversations focused and relevant. Give them enough time and space to review your proposal, ask questions, and consult with others.
- Balance persistence and politeness in follow-up - Respect their time and avoid being too pushy - Set clear expectations about follow-up frequency and process - Use different communication channels but focus on quality - Tailor messages to their interests and needs - Provide valuable information or insights in each interaction - Be mindful of their schedule and preferences - Don't force a sale if they're not ready - Be respectful and considerate to build trust and close the deal
A solu??o está na Empatia. N?o podemos nos esquecer que nossos clientes s?o seres humanos, com suas rotinas, problemas e prioridades, como nós. Um bom equilíbrio entre Interesse Genuíno e Arrojo Comercial, d?o um balan?o ideal em qualquer rela??o comercial.
Finally, remember that sales follow-up is not just about sending messages or making calls. It's about building relationships and connecting with your prospects on a human level. Don't be robotic, scripted, or impersonal in your follow-up. Instead, be human, friendly, and authentic. Use your prospects' names, personalize your messages, and show some personality. Express empathy, curiosity, and enthusiasm. Share stories, insights, and humor. Make your prospects feel comfortable, valued, and respected.
In world full of automation its very easy to highlighted as a human. I create videos/voice notes that has a prospect name, a topic that can hit home with them and a call to action. That extra level of time put into the messaging has gone so far me in so many ways.
Quem nunca recebeu uma mensagem de Feliz Aniversário de alguma Institui??o que tenha mantido vínculo? A??es simples, totalmente executáveis e de um baixo nível operacional, mas com seu valor agregado. é o momento de empregar criatividade e fazer uso das informa??es adquiridas no processo de qualifica??o.