Follow up: what it is and how to do it

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Imagine you met someone you really liked and went out to dinner. The next day you have two options:

Contact that person and ask them out again.
Don't call her and lose contact.
Follow up turns opportunities into long-term relationships.

And what does follow-up mean at a commercial level?: converting leads into customers and retaining the customers you already have. Did you know that it can cost ten times more to attract a new customer than to retain existing customers?

Here we will help you understand what follow up means and how you can apply it to your day-to-day business .

What does follow up mean?
Literally, the translation of follow up is follow up or monitoring . This is what happens after a first contact, a generated lead or even a sale. It is important to remember that the cycle is different for each customer. For example, some start at the decision stage.

In general, the main objective of this sales follow-up is to guide the potential customer as they move through the purchasing decision process.

This process involves supporting the customer, answering their questions and india mobile number data helping them decide the best way to solve their problems through your product or service.

Below, we show you how to follow up. Apply these strategies and generate more sales opportunities for your business .

Signs that your sales follow up needs improvement
If your sales team isn’t getting the follow-up results they’re expecting, it could be because something is wrong with your follow-up process. What could be going on? Here are a few possibilities…

You only follow up before closing the sale
If this is your follow-up philosophy , this is something you need to improve. Ultimately, communication with a potential customer should not be interrupted once they become a real customer . This makes it clear that your only interest was in closing the sale and not in building a relationship based on trust, focused on helping the consumer succeed in your business.

Furthermore, understanding the after-sales follow-up process is essential to working on customer retention.

Your follow up messages are too long
When writing a follow-up email , how many characters do you use? Ideally, you should write as little as possible, just enough to communicate in an objective and friendly way. Otherwise, you run the risk of boring the lead , wasting their time or, even worse, leading them to bookmark the message to read it later, which will slow down prospecting and take away the immediacy of the game.

You are missing the moment of contact
One of the most common mistakes when following up on sales is doing it when it’s convenient for you and not for the customer . If you tend to send messages to prospects only when you “have a little time” in your schedule, you should know that you run the risk of turning a hot lead into a cold lead very quickly.

Therefore, keep in mind that the ideal time to reconnect is when the customer is ready . The best thing to do is to study the sales funnel and create a schedule based on it and all the stages that the lead will follow, suggesting a different approach at each stage.