When it comes to proven sales strategies in the world of revenue generation, few things hold as much potential as the follow-up. Done right, it has the potential to explode your profits and create loyal customers for a lifetime. So which strategies actually work to deliver higher revenues? Let’s take a closer look:
Consistency is Worth More than Predictability
Oftentimes the biggest reason why the sales team fails to follow up is that they don’t want to sound desperate or clingy. If someone doesn’t reply to your email or return your call, it must mean they’re not interested, right?
That’s not always the case.
They may need some time to try out the product or service more fully, or comparison shop between you and your competition a bit more. If they’re still getting familiar with your brand, they may not be ready to move forward just yet.
Take a step back, wait a couple days and then check in with a question AND something that provides value. For example, it may be a free video that shows them how to get the best possible use out of the product or a beginner’s guide on how to get started.
Highly personalized videos can go a long way here. Rather than, for example, a catch-all video that teaches someone the basics of how to grow roses, start with just the soil. What kind of nutrients does it need? How often should you water it? Good results start with a good foundation.
Give the Prospect Some Breathing Room
Once the customer has purchased from you, it’s not a bad idea to give them some space if they say “follow back up with me next week, or in a month, or whatever time frame.” Make a note of it in your calendar and then do so. Just because they don’t repurchase right away doesn’t mean they should be ignored!
Your Customer’s Needs Matter
All sales teams have to walk along the delicate balance of providing value and promoting the product. Don’t hesitate to explore (or create) content including comparison charts, interviews, case studies, infographics and more that position your product in a way that is trustworthy and powerful.
Show them the information in a way that’s mentally digestible, let it sit with them for a bit and then check back in. Continuing to do this helps show that you understand their needs and are actively working alongside them to help them find a solution.
Don’t Forget to Check Your Numbers
Whether you’re following up by email, by phone, by text or in person, don’t neglect your numbers. There may be small things that can move the needle, such as the time of day you send the message or the length of the subject line, but what works for one company, even in your same industry, may not necessarily work for you! You have to find the right “formula” for your target audience and then use it to consistently improve.
The Best Follow-Up Strategies for Your Business
As you can see, there is no “one size fits all” follow strategy that works for every business, all the time. Being consistent (but not overbearing), giving your prospect everything they need to make a decision with confidence and then giving them the space to look over what you’ve presented them with can work wonders for your revenue generation.
And if you need a hand, count on the experts at Workdom to help you leverage a variety of sales strategies that help take your profits to the next level. Reach out to us today to learn more about our comprehensive suite of services.