7.2.21

The Power of Following Up

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How you reach out to prospects, and how frequently, has a direct impact on your selling success.

If you’re struggling to hit sales goals the solution may lie in your process for following up. By giving up too quickly or failing to have automated systems in place, you could be leaving money on the table. Improve your follow-up and you’ll improve sales.

Time matters
The sooner a prospect gets a response to their email, direct message, text or phone call, the better. Many purchasing decisions are made based on which company responds first. Identify where you can set up automated responses to avoid leads falling through the cracks.

Provide info according to the prospect’s needs
People seek information for different reasons along the buying journey. Some are simply gathering information, while others are in the process of making a purchasing decision. And others still are ready to buy right now. Determine where your prospects are in the buying journey, then provide the necessary and meaningful information according to where they are in the process of buying.

Follow-up frequency
Take a look at your successful closes; how many times did you contact those customers to make the sale? How long did you wait between contacts? Use this information as a guideline for how many times you should follow up with prospects and how often. It could take anywhere from five to 12 follow-ups to make that sale.

When to stop following up depends on your market, the complexity of your product and the buyer’s need. Be persistent without being a nuisance. With multiple follow-ups, you’re more likely to reach your prospect at the moment they’re ready to buy.

Evaluate your process
Assess your process to see if you’re missing out on sales by giving up on prospects too quickly. Experiment with the number of follow-ups. Find the sweet spot with timing and frequency that leads to more sales success for you.

Do you have business banking questions? Contact our knowledgeable commercial loan officers online or call 800-991-2221. We’re also available to help in-person at your local office.

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Consumers business services

Do you have business banking questions? Contact our knowledgeable commercial loan officers.

Learn more

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