Gauge your position in the crazy cyclone that is the client's headspace.
When the client reaches out to you, that in no capacity means that you are the only person on the client's list. But yes, you are for sure on that list.
The process of getting you to the top of that list is where the subtle art of following up is going to be your wingman.
A successful sales strategy is one in which the sales executives can easily reach the clients and can take the follow-ups without any hassle. You will be amazed to know that being in the sales team, I have analyzed that an effective follow-up strategy helps a lot in closing the leads and projects.
Are you excited to know what things we certainly keep in mind while doing a follow-up with clients? Let's have a look…
Effective tips to follow up with clients
Agility is the key
What does this mean?
When you and the client exchange a conversation, it's imperative that a follow-up is sent right after with all the points that had been discussed over the call, and that's because documenting is the first step of professionalism. It portrays how good you are at what you do.
Also, it is a reflection of the importance that the client holds for you and that of your organization. It is one of the many things that the client takes notice of. It is also a representation of the work ethic that you abide by.
Know the appropriate time gap apart
The most generic opinion stands that there is a stipulated amount of time that should stand apart from each follow-up, but this does not stand true. As you are the one that has been conversing with the client, it is you that holds the capacity to make this decision.
Every client is different; hence you have to embody a custom plan that suits best as per the client themselves. If the client has been irate with you, that is an indication that a lesser number of follow-ups would and should suffice and vice versa.
If a client has shown interest and preempted probing for questions as to how to make the process seamless, then the number of follow-ups with such a client would be a lot more in comparison to the ordinary client.
It is the right time when you think it is. So, you need to understand that it is one of the most vulnerable times. Don't show your aspirations towards closing the leads. You need to allow some particular time for each lead. It will increase the chances of selling more to the existing customers and convert more leads.
Insinuate the agenda every chance you get
It is of utmost essential that you remind the client as to why they have chosen you, so every follow-up that is sent across points this out, and it needs subtlety.
Always insinuate that the decision that they had made was the right one and that they should move ahead with you.
This can be done only if you will keep the lines of communication open and make them believe that the services that you will offer are one of the best from the market and, of course, at the most affordable cost.
No matter how many times you get the chance to communicate with the client, you need to show them the art of consistency and show them how focused you are on the project.
Remember, the more they trust, the easier it becomes to collect the review and convert them into loyal customers.
Create follow up Triggers
Another tip that many sales reps consider while going on every follow-up call is email sequences or triggers that are added at various stages of the lead nurturing cycle.
One thing that you need to consider while keeping this point in mind is all about the preferences of clients. You can always give different tries so that you end up giving your client a reason to work with you in the long run.
Agree with the client in your follow-ups
Is this important?
Yes, it is.
Why, you ask?
Because there is no connection that exists between the client and you, but when there is a consensual agreement that states that there is a mutual trust that is shared between the two.
And this invites an inclination that the client feels and decides to go ahead with you finally. Well! That's how you get the victory that you had waited for and what's not to forget is that the follow-ups were the path that led you there.
In a Nutshell
Indeed, following us is one of the vital parts of the ABC of sales cycle. Once you have a good hold on follow-ups, you can easily land up sharing a successful project.
Well! Making effective follow-up is not a cakewalk, but yes, if you keep a few points that are mentioned above in mind, then you can build a long-term business relationship with the client.
Still, have any concerns or want to connect with our sales experts, feel free to contact us.