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What are the most effective post-sales call follow-up techniques?

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You've just finished a successful sales call with a potential IT customer. You've demonstrated your value proposition, addressed their pain points, and overcome their objections. But your work is not done yet. How you follow up after the sales call can make or break your chances of closing the deal and building a long-term relationship. Here are some of the most effective post-sales call follow-up techniques that can help you achieve your IT sales goals.

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Philipp Baumberger

Ich glaube an die Freiheit des Handels über Grenzen hinweg und setze mich dafür ein, diese Freiheit zu erleichtern.

1 Send a thank-you email

One of the first things you should do after a sales call is to send a thank-you email to your prospect. This shows your appreciation, professionalism, and interest in moving forward. Your email should include a summary of the key points discussed, a clear call to action, and a reminder of the next steps. You can also attach any relevant documents, such as a proposal, a contract, or a case study, that can support your offer and answer any questions they might have.

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Philipp Baumberger

Ich glaube an die Freiheit des Handels über Grenzen hinweg und setze mich dafür ein, diese Freiheit zu erleichtern.
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Thank-You Email: Send a thank-you email promptly, summarizing key points and proposing next steps. Personalized Content: Share relevant resources aligned with prospects' needs, showcasing added value. Clear Next Steps: Outline the next steps in the sales process, providing a roadmap for both parties. Address Questions: Provide detailed answers to any unanswered questions from the sales call. Personalized Video: Consider a personal video message for a more engaging follow-up approach. Follow-Up Call: Make a follow-up call to gather feedback, address concerns, and ensure clarity. Social Media Engagement: Connect on professional platforms for additional touchpoints and visibility.

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2 Schedule a follow-up call

Another important follow-up technique is to schedule a follow-up call with your prospect. This helps you maintain the momentum, reinforce your value proposition, and address any concerns or objections that might arise. You should schedule the follow-up call as soon as possible, preferably within a week of the initial sales call. You should also confirm the date and time of the follow-up call in your thank-you email and send a reminder a day before the call. During the follow-up call, you should focus on advancing the sales process, overcoming any remaining hurdles, and asking for the commitment.

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3 Use social media

Social media can be a powerful tool for building rapport and trust with your IT prospects. You can use social media to share valuable content, such as blog posts, podcasts, videos, or infographics, that can educate, inform, or entertain your prospects and showcase your expertise. You can also use social media to engage with your prospects, such as liking, commenting, or sharing their posts, or sending them a direct message. This can help you stay top of mind, build credibility, and create a positive impression.

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Philipp Baumberger

Ich glaube an die Freiheit des Handels über Grenzen hinweg und setze mich dafür ein, diese Freiheit zu erleichtern.
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Schedule a follow-up call promptly to maintain momentum, reinforce value, and address concerns. Plan it within a week of the initial call, confirming details in the thank-you email. Send a reminder a day prior. During the call, aim to advance the sales process, overcome hurdles, and secure commitment.

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4 Ask for referrals

Referrals are one of the best sources of new IT sales leads. They can help you generate more qualified prospects, shorten your sales cycle, and increase your conversion rate. You can ask for referrals from your existing or potential customers after you have established a strong relationship and delivered value to them. You can ask for referrals in a polite and respectful way, such as by saying, "I'm glad you're happy with our solution. Do you know anyone else who might benefit from our services?" You can also offer incentives, such as discounts, free trials, or gifts, to encourage referrals.

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5 Track and measure your results

Finally, you should track and measure your results from your post-sales call follow-up activities. This can help you evaluate your performance, identify your strengths and weaknesses, and improve your skills and strategies. You can use various metrics, such as response rate, engagement rate, conversion rate, or customer satisfaction, to measure your results. You can also use tools, such as CRM software, email tracking software, or analytics software, to track and record your data and insights.

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6 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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What are the most effective post-sales call follow-up techniques?

1

2

3

4

5

6

1 Send a thank-you email

2 Schedule a follow-up call

3 Use social media

4 Ask for referrals

5 Track and measure your results

6 Here’s what else to consider

IT Sales

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What are the most effective post-sales call follow-up techniques?

1

2

3

4

5

6

1 Send a thank-you email

2 Schedule a follow-up call

3 Use social media

4 Ask for referrals

5 Track and measure your results

6 Here’s what else to consider

IT Sales

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