Here's how you can assertively follow up in sales engineering.

1 Timing Matters

When you're in sales engineering, timing your follow-up can make all the difference. You want to strike while the iron is hot, so to speak. After the initial meeting or presentation, it's important to follow up promptly, usually within 24 to 48 hours. This shows that you're attentive and eager to address any questions or concerns they might have. However, be mindful of their schedule. If they mentioned a busy period or a time when they would be more available, align your follow-up accordingly. Being considerate of their time not only demonstrates professionalism but also increases the likelihood of a positive response.

2 Personal Touch

Personalization in your follow-up can set you apart in the world of sales engineering. Understand that each client has unique needs and tailor your communication to reflect that you have listened and understood their specific situation. Use their name, reference specific points from your previous interactions, and provide customized solutions or additional information that directly relates to their business challenges. This approach shows that you are not just sending out a generic message but are genuinely invested in helping them succeed.

3 Clear Communication

Assertive follow-up requires clear and concise communication. When crafting your follow-up message, be direct about the purpose of your communication and what you're seeking. Whether it's a decision, further discussion, or another meeting, make your intentions known. Avoid using jargon or overly technical language that might confuse your client. Instead, use simple terms to reiterate the benefits of your engineering solution and how it addresses their needs. Clarity not only shows confidence but also respects the client's time by making your message easy to understand and act upon.

4 Value Proposition

Reminding your client of the value proposition is key in assertive follow-up. Re-emphasize how your engineering solution solves their problem or improves their situation in a way that competitors cannot. Highlight any unique features or services that add value to their purchase. It's not just about reminding them that you have a product to sell, but reinforcing the idea that you offer a solution that will make a significant difference in their operations or bottom line. This reinforces the benefits they stand to gain, making it more likely they will want to proceed with you.

5 Persistence Pays

Persistence is a virtue in sales engineering follow-up, but there's a fine line between being persistent and being a nuisance. You should be ready to follow up multiple times, but always with new information or added value in each communication. If you haven't received a response, it's acceptable to reach out again with a gentle reminder or additional insights that might pique their interest. However, always be respectful of their decision-making process and timeframes. Knowing when to pause and when to push forward is a skill that comes with experience and can greatly impact the success of your follow-up efforts.

6 Next Steps

Always conclude your follow-up with a clear call to action or suggestion for next steps. This could be setting up another meeting, a request for further information, or a trial of your product. Make it as easy as possible for them to take this next step by proposing dates and times for meetings or providing direct links to resources. This not only shows initiative but also helps move the conversation forward. By providing a clear path to the next stage of engagement, you help guide your client through the decision-making process towards a successful sale.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?