You've had a great conversation with a potential customer, but they didn't commit to buying your product or service right away. How do you follow up with them in a way that keeps the interest alive, builds trust, and nudges them towards a decision? In this article, you'll learn how to craft a compelling follow-up email that gets a response and helps you close more deals.
Follow-up emails are crucial for sales success, because they show that you care about your prospect's needs, challenges, and goals. They also help you stay on top of their mind, overcome objections, and provide value. According to a study by HubSpot, 80% of sales require five or more follow-ups, but only 8% of salespeople actually do that. That means you have a huge opportunity to stand out from the competition and win more customers by sending effective follow-up emails.
To ensure that important tasks are completed: Follow-up emails serve as reminders to ensure that tasks that were previously discussed or agreed upon are completed. Without a follow-up email, tasks can be forgotten or pushed to the bottom of the to-do list. To demonstrate professionalism and attentiveness: Following up on an email shows that you are proactive, attentive, and dedicated to your work. This can help to build trust and credibility with your colleagues and clients. To keep the conversation going: Sometimes, a single email may not be enough to resolve an issue or make a decision. Follow-up emails help to keep the conversation going and ensure that all parties are on the same page.
A good follow-up email should include a subject line, an opening, a body, and a closing. To craft the perfect email, start with a catchy, relevant, and personalized subject line that could include their name, reference something you discussed, or ask a question. In the opening, remind them who you are, why you’re contacting them, and what value you can offer. The body should deliver your main message and address any concerns or questions. Provide evidence or proof of your solution such as testimonials or case studies. Finally, in the closing ask for a specific action such as booking a meeting or making a purchase. Use a clear and direct call to action to create a sense of urgency or scarcity .
Start with a clear and concise subject line. Begin with a friendly greeting. Remind the recipient of the context. Be specific about what you need and include any necessary details. End with a clear call to action. Close with a polite and friendly tone.
Making your follow-up email more effective can be done by personalizing it with the prospect's name, company name, or industry. Segmentation of prospects based on behavior, interests, or stage in the sales cycle is also important for creating tailored messages that match their needs and expectations. Additionally, timing your follow-up email correctly is essential for avoiding annoying or losing prospects. Finally, testing the performance of your follow-up email with A/B testing or analytics can help you determine the best subject lines, messages, or calls to action.
Personalize your email. Keep it short and to the point. Use bullet points or numbered lists. Use a clear and professional but human tone. Provide value: Make sure your follow-up email provides some value to the recipient. This could be additional information, insights, or helpful resources related to your previous communication. Use a clear call to action and Make it clear what you want the recipient to do and provide a clear call to action. For example, "Can you please let me know by Friday if you're able to attend the meeting?"
When crafting follow-up emails, it is important to adjust your strategy depending on the situation. If your prospect does not respond to the first follow-up email, do not give up. Instead, try sending another one with a different subject line, message, or value proposition. If an objection is raised, such as price or features, acknowledge it and overcome it with facts, stories, or comparisons. Additionally, if your prospect asks for more time or information, set a deadline and offer an incentive. By following these guidelines, you can create compelling follow-up emails that get a response and move your prospects closer to a yes.
Following up on a meeting or call: After a meeting or call, it's important to send a follow-up recap email to summarize what was discussed and confirm any action items. Include any agreed-upon action items and deadlines and ask if there is anything else you can provide or clarify. In any follow-up scenario, it's important to be professional, polite, and clear in your communication. Be sure to provide value and demonstrate your commitment to the relationship or opportunity.