It’s astonishing how many sales people fail to follow up even once.
And what’s more, if they do follow up it’s usually a lame “hey just circling back” message.
Nobody has time for that!
Here’s a general rule: never follow up without adding value. Here are some ideas for adding value:
Send your prospect a relevant article or resource. This is best if it’s related to a challenge or opportunity they may be facing. Could be an interesting trend that may impact them (say price of lumber if you are a home builder, for example).
Send an idea to improve their situation, related to what you do. If you offer marketing services, give them a helpful tip about how to convert more leads. If you offer shrub care, you can offer a tip on ensuring healthy shrubs.
Make it personal. With the proliferation of impersonal marketing, making it personal will stand out from the rest. Do some homework. Find out what they are into, or take notes from your prior conversations about their life, challenges, dreams, values, passions, and send them something related to that.
Tip: write a handwritten note, you’ll stand out even more. “Bob, I know you’re a big Dodgers fan. Congratulations on winning the division!”
Use Video. You’d be surprised how often entrepreneurs and sales pros are afraid of video. However, video helps people relate with you and builds trust faster than a simple text email. There’s nothing to be afraid of. If you’re comfortable standing in front of a prospect and talking to them, there’s no reason you should be afraid of video – it’s the same thing!
Tip: if you have a smart phone in your pocket, you have everything you need. Be conversational, pretend they are sitting across from you. Don’t overproduce, that feels fake. Just shoot the video and send it. That’s all. Like anything, you’ll get more comfortable with practice.
How can you develop the habit and practice of following up consistently and methodically with your prospects? You might be surprised how much gold is in them hills!
