By Rishi Sharma, CEO and Founder at Mallama Skincare.
In order to generate the most useful results and get the most out of your sales processes, it’s important to follow up. If you don’t, you’re losing potential business. To illustrate the importance of following up, let’s take a look at cold calling. When cold calling prospective clients, you’re hoping to sell your merchandise or service. It can be an effective tool, though it is not always the ideal choice. This is because there isn’t a connection between the prospect and your brand. This may cause bad conversion rates — if you give up after the first contact. Cold calling highlights the importance of following up. Let’s look at a few reasons the follow-up is everything in business and how to do it effectively.
Follow-ups ought to be done on a consistent basis. Why? Because you want to build relationships with prospects and ensure they know what your business is all about. Therefore, as soon as you’ve established a good relationship with a potential customer, it’s a requirement that you contact them on a standard basis. If you fail to do so, your prospect will forget your business and move on to partner with another.
One way to strengthen your relationship with a prospect is by ensuring the follow-up emails you send are strongly related to one another. For example, if you’re sending out sales-related emails, ensure your emails are not promoting services and products that you know your prospect does not want. This can defeat the intent of these follow-up emails. Your emails have to be highly relevant to the interests and needs of the prospects.
Use Social Media
One way of remaining in touch with your leads is to take part in social networking platforms. Make sure you actively talk about your CRM’s connections, blogs and videos with your social media followers and fans. Encourage your followers to talk with you via social media platforms. Frequently, followers will ask you questions about your products or business. Those interactions will allow you to build a positive relationship with your leads, which can help you sell more of your products and services.
Send Emails Regularly
Still another way to follow-up is by simply sending out regular emails to your prospects. Keep the frequency of your emails in mind if planning to follow up with a connection. Related to this, schedule a certain time for the email string to be sent out.
Certainly, one of the best things you can do is include a call to action within the email that you send to your leads. Add an earnings squeeze page that features a hyperlink into your website where your prospects can take a good look at what you’re really offering them. This is essential because it can drive traffic to your website, where they will learn more about your business.
More Tips For Meaningful, Consistent And Effective Follow-Ups
• Maintain a database of all your prospective customers with their complete contact information. Keep any business cards you collect.
• Send weekly blog updates via email on topics of interest. Sending newsletters to prospective customers is one way of nurturing them and creating brand recall so that your company is the first thing that pops up in their mind when they are ready to buy a product.
• Keep existing customers and potential ones updated on any offers, promotions and sales.
• Try to initiate the first follow-up within 24 to 48 hours of the first contact. This can be done through a quick phone call, email or text message. Research has shown that firms that contact potential customers within an hour of receiving a possible query are “nearly seven times more likely to qualify a lead…as those that tried to contact the customer even an hour later — and more than 60 times as likely as companies that took over 24 hours or longer.
• Update your database after every follow-up. This will help make a note of the customer’s specific requirements and tailor your proposal the next time you make a call.
• Send a thank-you note to customers after the sale. You can also call up existing customers a couple of weeks after the sale to find out if they are satisfied with the product and how their experience was. Resolve any issues mentioned by the customer.
• Create a welcome program for new customers soon after the sale. This will help in building a long-term relationship. Later on, you can also get testimonials and references from these existing customers that will help bring in new customers.
Focus on timely follow-ups with your customers to generate more leads, and you’ll always stay ahead!