Life is like a follow-up especially, especially when you are a sales or marketing executive. The make and break of your deal rely on how you follow up. Follow up is the tweak from where you start turning your leads into potential clients. How many times do you follow up before moving on? Most people give up soon. But remember, without a good follow up approach, marketing is just like harvesting a crop just to let it spoil on the fields.
Before digging out the topic deeper, let’s understand what lead and Follow-ups are.
A “lead” is any individual or an organization that has shown interest in your business. The way of expressing interest could be like filling online forms for attending your webinar, subscribing to the newsletter, or sharing your contact details, emails, or social media handle. A lead is seen as potential clients or customers. According to some surveys:
A “Follow up” is a way of approaching your leads and convincing them to try out your product or service. Nowadays, in such a competitive scenario customer doesn’t want businesses to buy their interest; instead, they want them to earn it. Following up the leads can be a tricky job for marketing and sales executives—even it consumes a lot of time and hours. While follow up always a question constantly keeps on nagging. What’s the line between persistent and annoying? How do I follow up enquiries? Due to fear of crossing that line, most executives don’t take up the courage to approach the leads twice. If you are not organizing follow up campaigns, you are losing a large portion of share on converting prospects that would become your customers if you have approached them over twice or trice.
It’s easy to recall the initial contact, meeting, or the mail you have sent to someone special. When you reach out to a person, you feel great about yourself. You have excellently done your job. You got a lead, and you have reached out. You have asked for a meeting, call, or reply. Now all you can do is to sit back and wait for the response. And that’s the problem. Many professionals don’t have the dare to accept being avoided. Many executives contact their lead once and wait for their response. It’s really a wrong approach.
You can have a winning product or service to offer; you have a great aspiration for your business, you are working hard and enjoying great profits. But if you aren’t earning more from your sales and marketing efforts, then soon your profits are going to soar. To get rid of such a situation, you need to learn one thing that improves your follow-ups.
Follow-ups are efficacious for business success. The faster you follow upon approach, the more likely you are to close a deal. According to a survey, 76% of consumers buy from the company who approach them first. Since you have invested much of generating leads and leads started floating in, it’s the crunch time – it’s the time of turning them into paying customers.
Following up with customers should be at the top of the priority list of business executives. Here are some of the technique which you can use to connect with your interested prospects:
It’s always recommended to be persistent in your follow up approach, but it can get annoying too. But don’t fret if you stay polite, adopt newer approaches, schedule your follow-ups and try a different medium to contact your leads. You are most likely to get a positive response without being irritating. For some follow-up, strategies tend to be time-consuming and painful. It’s true, and in some cases, it really can be nerve-wracking. But if you have effective follow-up strategies, then it’s guaranteed you are likely to turn your prospects into potential customers.
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