5min
Module 1: The Modern Sales Mindset
Module 2: The Sales Process: A Step-by-Step Guide
Module 3: The Art of Communication
Module 4: Essential Tools and Techniques
Module 5: Final Assessment
10/15 Lessons
Content
4.1: Follow-Up Strategies
The follow-up is a critical part of the sales process. It's where you build trust, handle lingering questions, and stay top of mind. Many sales are lost not because of a bad pitch, but because of a lack of a strategic follow-up. A great follow-up strategy is built on two key principles: consistency and adding value.
1. The Follow-Up Mindset
A successful follow-up is not about annoying the customer; it's about helping them. The client may be busy, they may have lost your contact information, or they may be thinking about it but need a gentle reminder. Your follow-up is a service you provide.
2. Effective Follow-Up Strategies
01
Add Value with Every Touch:
Do not just send a "checking in" email. Each follow-up should contain something of value. For example, send them a relevant article about their industry, a new case study that addresses their pain point, or a new piece of information about your product that you didn't cover in the pitch.
Example Email: "Hi [Name], I was reading this article about [Their Industry] and thought of you. It seems relevant to the challenge we discussed last week. Let me know if you'd like to chat about it."
02
Use Multiple Channels:
Don't just rely on email. Mix it up. A follow-up can be a phone call, a direct message on LinkedIn, or even a text message (if appropriate). This shows persistence and ensures you're reaching them on their preferred platforms.
03
Plan Your Follow-Up Cadence:
Have a clear plan for how often and when you will follow up. A common cadence might be:
Day 1: Initial follow-up email after a call.
Day 3-4: Quick value-add email or a LinkedIn message.
Day 7-10: A polite phone call to check in and see if they have any questions.
Day 14-21: Final value-add email with a clear call to action.
3. The "Breakup" Email
If you've followed up multiple times with no response, it's often a good idea to send a final "breakup" email. This is a polite email that assumes they're not interested and gives them a clear out. It often gets a response, either positive or negative.
Example: "Hi [Name], I've tried to reach you a few times, and I know you're very busy. I'm going to assume that this is not a priority for you right now, and I won't follow up again unless I hear from you. I wish you the best of luck with [their challenge]."