Are you confused about how often you should follow up? Or Unsure about the ideal frequency of following up with potential clients? In this Blog, we have provided some helpful insights and tips to ensure you maintain the perfect balance between persistence and respect when following up with prospects.
What is a Follow-up in Sales?
Follow-up refers to the process of contacting potential customers after each interaction or sales pitch. It’s a communication that will be taken after an initial interaction. The primary goal of follow-ups is to maintain engagement and build effective relationships which further helps your sales team to efficiently close the deal. Follow-up is essential in the marketing process as it ensures leads and customers feel valued and ultimately pushes them down toward the sales funnel.
It’s a great opportunity to address prospects’ questions or concerns that may have arisen during previous conversations. The salesperson can schedule a follow-up meeting or call to understand the customer’s specific needs and customize the offering accordingly.
Follow-ups can be conducted through multiple channels like phone calls, emails, direct meetings, text messages, and many more. While following up with your potential prospects make sure you focus on building a long-term relationship with them and immediately make the sale.
How many times should you follow up with prospects?
According to Brevet research, 80% of sales require around five follow-ups to make the deal successful. However, 44% of salespeople give up after the first follow-up with a prospect, and almost 94% of sales reps give up after four follow-ups with prospects.
Customers mostly say yes to the deal after four times follow-ups; with email follow-ups, the optimal number is around 3 to 5 times.
You can get a positive response and grab your prospect by automating your initial follow-up email.
Few guidelines for setting up successful follow-up, which salespeople must follow for closing the sale.
After initial interaction,
- 1st follow up at 3rd day
- 2nd follow up on 7th day
- 3rd follow up on 11th day
- 4th follow up on 15th day
- 5th follow-up at 19th day
- Final follow-up on the 22nd day
How do you manage your Follow-up Leads Effectively?
Struggling to manage the leads and keep track of their progress? Don’t worry, below we have mentioned some practical tips for efficiently managing your follow-up leads. So, get ready to crack the deal and achieve exceptional results.
- During the sales process, be proactive and responsive to your leads. Timely responses showcase your commitment and reliability.
- Don’t be pushy. Following up too frequently can turn your customers.
- Sales reps can optimize social media platforms, phone calls, or SMS. They must consider the prospect’s preference; some may prefer calls after the initial conversation. Salespeople should determine the best way to interact with prospects in the future.
- Implement drip campaigns in your follow-up process. Drip campaigns are an automated sequence of follow-up messages delivered over a specific time period. You can use SMS, or ringless voicemail to set your followup.
- Salespeople should schedule follow-ups with prospects based on current priorities. Your follow-up schedule must include outlines about when to call, email or text should be made.
- Try to focus more on the hottest leads as they are the most qualified leads that need to be concentrated upon.
- Personalize your follow-up conversation for a better experience. Customize communication based on their specific pain points, considering all needs and instantly handling their objections.
As per research, “76% of revenue increases with personalized emails”.
- Leverage automation tools for speedy follow-ups with your prospects. Automation tools will effectively streamline your follow-up process. It’s like your follow-up is on autopilot mode.
Wanna manage leads more smartly? Well, customer relationship management offers sales pipeline management that demonstrates different stages of the sales process, which helps you to keep track of every deal. CRM tools can efficiently and effortlessly manage sales leads smartly. This system enables salespeople with the appropriate features that enhance them to ease their day-to-day workflow.
Conclusion
Remember, to implement tips outlined in this FAQ, you’ll be well on your way to follow-up with prospects. By understanding your prospect’s preferences, timely follow-ups, and optimizing technology to your advantage, you efficiently increase the chances of connecting with potential clients effectively. Achieve success in your sales efforts and remember, persistence is the key to every interaction. Happy prospecting!