As an architect, you know that making a sales call is not enough to close a deal. You need to follow up with your prospects and nurture them until they are ready to sign a contract. But how can you optimize your follow-up process and increase your chances of converting leads into clients? Here are some tips to help you.
Before you end your sales call, you should set a clear goal for the next step. Do you want to schedule another meeting, send a proposal, or get a referral? Make sure you and your prospect agree on what you will do and when you will do it. This will help you avoid confusion and delays, and show your professionalism and commitment.
I think the word “sell” immediately puts people off. Rather than sell to your audience, simply be the one to offer a solution to their problem. “Selling” what you have to offer will take care of itself if you approach it in the right way…
I could not agree more. People have options on where to buy, but when you are part of a solution, you become the best option.
As soon as possible after your sales call, you should send a thank-you email to your prospect. This is a simple but effective way to express your appreciation, remind them of the value you can offer, and reinforce the next step. You can also include some relevant information, such as a case study, a testimonial, or a link to your portfolio, to showcase your expertise and credibility.
Sending a thank-you email is a rule of thumb for every successful salesperson. Not only it helps keep a track of what was discussed at the meeting, but also shows respect to your prospect and professionalism. Do not forget to send relevant and valuable materials along with a simple thank you.
The thank you / follow up message is nearly always the only time you will get a reply… It shows to mean business and that your first email was not a spam to all and see what happens. The follow shows the personal touch. It shows you care
A CRM (customer relationship management) tool is a software that helps you manage your interactions with your prospects and clients. It can help you track your follow-up activities, such as emails, calls, meetings, and tasks, and automate some of them. For example, you can set up reminders, templates, and workflows to make sure you don't miss any opportunities or deadlines. A CRM tool can also help you analyze your performance and identify areas for improvement.
CRM is a must in 2023. There are more expensive tools and more pocket-friendly ones if you are low on budget. Choose the best option for you and follow the golden rules: 1. Sync your mailbox with your CRM 2. Make sure you add notes in the past tense. It should sound finished so you know what has been done: INFO sent, trial set, etc.
Your follow-up process should not be just about asking for the sale. You should also provide value and feedback to your prospects, and show them how you can help them solve their problems and achieve their goals. For example, you can share some insights, suggestions, or resources that are relevant to their project, or ask them for their feedback on your proposal or design. This will help you build trust and rapport, and demonstrate your expertise and value proposition.
One of the biggest challenges of the follow-up process is finding the right balance between being persistent and being respectful. You don't want to be too pushy or annoying, but you also don't want to be too passive or forgettable. You need to follow up with your prospects regularly, but also respect their time and preferences. You can do this by asking them how often and how they want to hear from you, and by adjusting your frequency and tone accordingly. You should also respect their decision if they tell you they are not interested or ready, and thank them for their time and attention.
By following these tips, you can optimize your follow-up process after a sales call, and increase your chances of converting your prospects into clients. Remember, the follow-up process is not a one-size-fits-all approach. You need to tailor it to your prospects' needs, expectations, and stage in the buying cycle. By doing so, you can create a positive and lasting impression, and build a strong and loyal relationship with your clients.