Have you heard the expression, “The fortune is in the follow-up?” It’s true! Those who follow up with clients sell more! Following up gives your prospect the chance to get answers to their questions and discover what a valuable resource you are. It also builds rapport and trust, which are critical elements to relationship-based salesmanship.
Follow-up allows us to work with a current and very expanding list, keeping them on our radar while keeping us top-of-mind. Stay in the mind of a prospect by providing ongoing value in a consistently persistent way. Here are some ways to show warm dedication to your prospects by mastering the follow-up:
FOLLOW UP IMMEDIATELY
Follow up within 24 hours of meeting, or the next business day. If it’s appropriate to ask for an appointment to talk further, do so at this follow-up, scheduling a specific date and time and sending a calendar request.
ADD THEM TO YOUR DATABASE
If you have a CRM or other way you manage your leads and clients, add them to that list. Don’t, however, add them to your email list without their permission. Not only is that annoying, it is illegal.
Add notes about your new contact in their CRM profile. Include information such as where you met and something you may have learned about them that you can ask about later.
CONNECT ON SOCIAL MEDIA
Connect with your prospects on LinkedIn or other social media platforms as appropriate. Use this to build relationships, not just to bombard them with sales pitches.
FOLLOW UP IN REGULAR INTERVALS
Put them in your calendar for follow-ups monthly, quarterly, or annually and by which method. For example, maybe you send a monthly email and call them every quarter.
INVITE THE PROSPECT TO AN EVENT
Consider events or information the prospect may benefit from and send them the information. This can be hosted by you, or can be something of value happening in the community.
SEND A CARD OR NOTE ON A SIGNIFICANT DAY
Holiday, birthday, congratulations, or other significant events give you an opportunity for another touch point, so take it.
Put time on your calendar specifically for follow-ups, including time after a networking event and monthly/quarterly/annually per your follow-up plan.