How do you follow-up a prospect without sounding annoying? This is a very hard question to answer, because following up on a prospect can be harder to do than cold calling. Most of the time, the answer depends on the situation. The good news is that there are ways you can follow-up that increases the chances of communication, while decreasing the chances of “prospect gone dark”. Here are suggestions you can try.
Ask the Client
One of the best ways you can follow-up without sounding annoying to the client is to ask them the best time to do so. Most of the time, we don’t really know many things about the client because we are still trying to have a relationship with them. When you meet or call a client and it seems like there is potential where you can work together, ask them how you can stay in touch with them in a polite manner while focusing on adding value. Let them know that you have information that might interest them or you might have a solution to a problem they have. Find out how you can add value to their industry so that you remain interesting.
Preferred Method Of Communication
This is not about the best time to follow-up a client but about their preferred method of communication and getting them to respond. Ask your client if they prefer email, text, or a phone call and then ask them how long it will take them to respond. This way you can get a commitment for your next meeting. It can be hard to get noticed if the client gets 200-300 emails a day so ask them what they want to see on the subject line to get them to read the email.
Lastly, set an expectation for responsiveness. If you can get clients to tell you their preferred method of communication and their response time, you can hold them accountable throughout your relationship.
Add Value In the PS
There are many clients who like emails because they are less intrusive than receiving a call or text message and they can take their time responding. One of the best ways to keep clients engaged and interested is to add value to what they are receiving in their emails. A P.S. or postscript adds value even if the client does not open it, because it says that you took time to put in a little extra. A P.S. can help you get remembered and gives them another reason to like you while expecting your follow-up call or meeting.
Call On Time
Time is valuable. Therefore, always remember to call on time. Calling late starts the relationship on the wrong foot. Calling promptly reflects respect and discipline which shows you, the product, and company in a good light.
Send A Thank You Card
After the initial meeting and before the follow-up, send the client a handwritten thank you note or card. Even something as simple as “Jane, thank you for the meeting today. I look forward to our follow-up on the 15th of June at 10:00 am”, will help you get remembered. In today’s busy world, taking time to write a thank you note is becoming rare. This will help you stand out and get noticed. It distinguishes you from all the others because you took time and effort to do something different.
Having a good solid strategy can help you get noticed from all the other sales representatives. A good strategy gives you edge and will differentiate you. Find out which strategies work best for follow-up to keep sales going.
