Many of us become stale when it comes to following up with a client.
It’s worth noting that only 2% of deals are closed on the first meeting (Clay, 2020). This percentage emphasises the importance of follow-ups!
80% of all deals are closed between the 5th and 12th follow-up (Clay, 2020).
Thoughts for consideration:
There are many reasons why following-up is gold. For example, it’s hard to gain a prospect’s trust in the first meeting.
It is highly challenging to discover and unlock every pain point within the first meeting. The prospect may not have the luxury of time to run through their concerns.
Now we have established that follow-up is the key to unlocking a deal, the question that many ask is how do you re-visit accounts without irritating a prospect?
The statistics listed above is worth considering when implementing a follow-up process..
How do you apply these statistics?
Create a follow-up process that has 5-12 touchpoints!
Here is how to do it:
1) Avoid irritating your prospect by adding value. Don’t follow-up for the sake of it!
2) Follow the direction of the prospect. Every prospect considers value differently. Identify their pain points and use this to find a solution for these pain points.
3) Avoid emails if possible, if you have built enough rapport with a prospect, you would have their landline or mobile contact number. A written email is time-consuming for you and the potential client. Email-only when necessary.
4) Have a set aim and objective for each touchpoint. This should edge you closer to the close.
5) Ask the right questions! Many of us avoid asking appropriate questions. If you’re trying to sell a product or service, the ultimate aim should be to identify the issues and come up with solutions with your services.
6) Close the deal! How? Ask closing questions. For example, “Phil, do you have any reservations regarding our product or service?” A closing question irons out any potential concerns that the prospect may have.
Ultimately, in sales following up is vital because you want to stand out. However, it’s easy to annoy a client by following up. There needs to be a professional process in place. Prospects receive many calls each day. A follow-up process differentiates your point of contact.