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 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 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 toward closing the leads. You need to allow some particular time for each lead. It will increase the chances of selling more to 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 in 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?

Here's why:

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. 

Frequently Asked Questions

The best way to follow up in sales is to maintain a structured approach that includes timely and personalized communication, offering added value in each interaction. Be persistent but respectful, use multiple communication channels, listen actively to prospects, and adapt your approach based on feedback and engagement. The goal is to nurture leads, move the sales process forward, and build strong customer relationships.

In a sales follow-up, your message should be clear, relevant, and focused on providing value to the prospect. Acknowledge the previous interaction, express continued interest, and inquire about their needs or concerns. Offer additional information, resources, or solutions that align with their interests. Always include a clear call to action, whether it's scheduling a meeting, requesting feedback, or moving forward with the next steps in the sales process.

The most crucial aspect of sales follow-up is relevance. Your follow-up should be highly relevant to the prospect's needs and interests. This means acknowledging previous interactions, understanding their specific pain points, and providing solutions or information that directly addresses their concerns. By demonstrating that your follow-up is tailored to their situation and can genuinely add value, you increase the likelihood of engaging the prospect and advancing the sales process.

A follow-up strategy in sales is a systematic plan that outlines when and how to engage with leads or prospects after initial contact. It emphasizes personalization, value addition, clear calls to action, and adaptability. The goal is to nurture leads, provide ongoing value, and advance the sales process while maintaining a feedback loop for continuous improvement.

                                                                                                                                    Editor: Divya 

Ankit Sethi is a seasoned Sales Executive and author specializing in sales strategies, customer relationship management, lead generation, sales analytics, and negotiation techniques. Through his insightful writing, Ankit empowers sales professionals worldwide to enhance their skills and achieve outstanding results in business development.