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How do you use follow-up to increase sales?

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How do you use follow-up to increase sales? If you are a business owner, entrepreneur, or salesperson, you know that networking is a key strategy to generate leads, referrals, and opportunities. But networking is not enough. You need to follow up with your contacts and nurture the relationship until they are ready to buy from you or recommend you to others. In this article, you will learn how to use follow-up to increase sales in four steps: plan, connect, add value, and ask.

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1 Plan your follow-up

Before you attend any networking event, make sure you have a clear goal and a follow-up plan. What do you want to achieve from the event? Who do you want to meet? How will you follow up with them after the event? How often will you contact them? What tools will you use to track and manage your follow-up? Having a plan will help you focus on the most relevant and promising contacts, and avoid wasting time and resources on ineffective or random follow-up.

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Patti Pokorchak, MBA

Sales Pioneer - helping you sell that which has never been sold before!
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Most people fall down on the follow-up - so just DO IT! Repeatedly! Once a week until they say let's chat or stop it. Keep going at longer intervals, as you never know when they'll be ready to take it to the next step. This is assuming, you've pre-qualified them as a potential client right from the start.

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2 Connect with your contacts

The first step of follow-up is to connect with your contacts as soon as possible after the event. Ideally, within 24 hours. Send them a personalized email, message, or phone call, reminding them who you are, what you talked about, and why you are interested in staying in touch. Express your appreciation for their time and attention, and suggest a next step, such as scheduling a meeting, sending more information, or inviting them to another event. Make sure you use a friendly and professional tone, and avoid being pushy or salesy.

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3 Add value to your contacts

The next step of follow-up is to add value to your contacts. This means providing them with useful information, resources, insights, or introductions that can help them solve a problem, achieve a goal, or improve their situation. For example, you can share an article, a podcast, a book, or a webinar that is relevant to their industry, niche, or challenge. You can also introduce them to someone who can offer them advice, support, or collaboration. The key is to show them that you care about their needs and interests, and that you are not just trying to sell them something.

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4 Ask for the sale or referral

The final step of follow-up is to ask for the sale or referral. This is when you move from building rapport and trust to closing the deal or getting a recommendation. However, you should not ask for the sale or referral too soon or too often. You need to gauge the readiness and willingness of your contacts, and only ask when they have shown enough interest, curiosity, or pain points that indicate they are open to your offer or solution. You can use open-ended questions, trial closes, or assumptive closes to test the waters and move them closer to the decision. For example, you can ask them what they think about your proposal, how they would benefit from your product or service, or when they would like to start working with you. If they are not ready yet, you can ask them what is holding them back, what are their concerns or objections, or what would make them more comfortable. If they are ready, you can ask them for their preferred payment method, delivery date, or contract terms. If they are not interested in buying from you, you can ask them if they know anyone who might be, and ask for an introduction or referral.

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Jane Tweedy

Helping people who do the right thing do it right | Small Business Coach (PCC) and Trainer | Speaker & Facilitator
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Remember not everyone at a networking event or online will be your client or referral partner. It's not a case of following up till they buy or refer to you. In other words don't bug people! However do follow the 3 Fs - follow through (do what you'd said you'd do), follow up a little later, and then diary to follow back some months later. Speaking to someone just yesterday she said someone had reminded her to follow up recently and she did it. She gained a deal she almost missed out on. Follow ups if done right can show interest and tip you over the edge into a yes!

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5 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?

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Jane Tweedy

Helping people who do the right thing do it right | Small Business Coach (PCC) and Trainer | Speaker & Facilitator
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A tiny point to note. Never actually say "I'm following up...". It may seem you're chasing them up because they failed to do something. Instead say something like: "I sent through a proposal last week. Is there any further information you need to make a decision?" Also rather than asking for a time give a time. For instance if someone says 'I'm too busy to talk now", offer to call them back at a set time. For instance: "I appreciate being busy. Does tomorrow at 2pm work with you?" This should make it clear you'll continue to reach out and uncover if time really was the problem.

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How do you use follow-up to increase sales?

1

2

3

4

5

1 Plan your follow-up

2 Connect with your contacts

3 Add value to your contacts

4 Ask for the sale or referral

5 Here’s what else to consider

Business Networking

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How do you use follow-up to increase sales?

1

2

3

4

5

1 Plan your follow-up

2 Connect with your contacts

3 Add value to your contacts

4 Ask for the sale or referral

5 Here’s what else to consider

Business Networking

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