At some point, every sales rep has asked themselves the question: How many follow ups should I make? When the goal is to remain at the top of your prospect’s mind without being annoying, how do you find the right balance? What is the most preferred and least invasive way to follow up?
While every sales rep has their agenda to push, it’s no secret that providing real value works better than coming off as “sales-y”.
A smart follow-up tactic, published in an article on Entrepreneur.com by expert consultant Issamar Ginzberg, shows us that simplicity can be extremely effective. Perhaps even more importantly, being helpful, rather than pushy, can really drive results. Apply this tactic as your second follow up email, or after initial contact and discovery has been made. Take a look at the simple, 4-step trick:
1) Go online to a site like Google News.
2) Research your client’s industry.
3) Find a piece of news relevant to the client, that the client would find of value. Perhaps it’s pending legislation that would affect their business, an article about an entrepreneur who is changing the staid business model of that client’s industry, or even a piece of news relating to their local economy even if it isn’t directly business related.
4) Email them the link
That’s it. You do not mention, at all, that you are waiting for a reply from them to that other email you sent previously.
You simply provide value, show them that you have been thinking about them, and, at the same time, you get your name on their radar for whatever service or product you happen to provide.
Read the full article in more detail at Entrepreneur.com.
Microsoft Dynamics CRM makes following up with customers easy, repeatable and systematic for your convenience. You can learn your customers’ communication preferences, document them and enforce them for future reference. Additionally, you can also create and schedule emails for follow up that provide an automatic notification upon due date.
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