Follow-up is a crucial aspect of sales, yet many salespeople struggle with it.
One of the biggest mistakes that salespeople make when it comes to follow-up is using generic language such as
“just checking in”
“just touching base”
I interviewed sales expert Aleasha Bahr and found that this approach is unlikely to yield results because it doesn’t provide a valid business reason for the follow-up.
Bahr suggested that the key to successful follow-up is to always answer the question…
“What’s in it for me?”
Provide a valid business reason for the follow-up.
For example, instead of simply saying…
“I’m checking in,”
You could say something like…
“I wanted to follow-up with you because I noticed that you recently had a change in your team and I wanted to see if there is anything I can do to help you with this transition.”
This approach shows that you have been paying attention to the prospect’s situation and are genuinely interested in helping them.
Another important aspect of follow-up is frequency.
According to Bahr, it typically takes five follow-ups on average to close a deal in B2B sales. However, many business owners give up after one follow-up.
It takes persistence to close a deal.
Follow-up is particularly important for bigger ticket products that require a bit of trust and understanding.
These types of products take longer to sell, so it’s important to stay in touch with your prospects and provide them with valuable information that will help them make a decision.
Follow-up is a crucial aspect of sales that requires persistence, creativity, and a focus on the prospect’s needs. By providing a valid business reason for the follow-up and staying in touch with your prospects, you can increase your chances of closing the deal.
Remember, sales is not sleazy or pushy, it’s about helping others and providing value.
Follow-up is an opportunity to build a relationship with your prospects, understand their needs, and provide them with information that will help them make a decision.