Considered redundant and unappreciated by some, sales follow-up is one of the essential levers of sales performance. Statistics collected by Hubspot in 2020 show that 44% of sales reps only follow up with their prospects once. However, it is only after a certain number of follow-ups that the chances of closing a sale increase!
If it is proven that thinking about a recovery strategy is a good investment, it is important not to sacrifice too much energy and time!
How to structure a good sales follow-up strategy? Sweet Show gives you some tips to convert more prospects into customers.
The basics for an effective sales reminder strategy
The phone call and the e-mail: the two pillars of the commercial follow-up
It is essential to follow up your prospects and customers through different channels: the diversity of the means of communication that you use allows you to benefit from the advantages of each of them. Indeed, an e-mail sent to your prospects is the best way to deliver information or a document, but a phone call gives the relationship between the salesperson and the prospect a more human dimension.
Plus, combining multiple media to address your customers and prospects shows you're on all fronts. Also, find out how to personalize your customer meetings without wasting time.
Relaying to customers and prospects at the right time
It's a well-known fact: you shouldn't overload a prospect's e-mail inbox with reminder e-mails, nor should you harass them on the phone. On the contrary, it is recommended toadopt a progressive follow-up plan that lets the prospect know that you have not forgotten him without giving the impression of rushing him. Wait two or three days after your first e-mail before sending a second one!
Relaying to customers and prospects at the right time
It's a well-known fact: you shouldn't overload a prospect's e-mail inbox with reminder e-mails, nor should you harass them on the phone. On the contrary, it is recommended toadopt a progressive follow-up plan that lets the prospect know that you have not forgotten him without giving the impression of rushing him. Wait two or three days after your first e-mail before sending a second one!
Ensure your sales reminder plan by preparing email sequences
A sales follow-up plan that has every email and every step thought out in advance means that you always know what message to give your prospect, what information to ask for or what offer to make.
Also, think about preparing email sequences according to the different situations your company is dealing with. Indeed, your email will have to be different if :
- you are talking to a prospect, a new customer or a loyal customer;
- your previous mail has been answered or not;
- you offer or request information.
Automate your sales reminder with a CRM software
By automating your sales reminders, you lose less time. The more prospects and customers you have, the more essential the solution of automating your follow-up strategy is. It will free your mind from a multitude of details such as :
- the time to send your reminder emails;
- the stage of the dunning sequence at which each prospect or customer is located;
- the schedule of your telephone reminders.
Optimize your sales reminder strategy with Sweet Show
Sweet Show is an application that combines tracking and fine analysis of information to help you manage your sales reminders. The installation of a tracking system allows you to access data that will inform you about elements as important for your sales reminders as :
- the opening of the mails you have sent;
- opening attachments;
- the visit rate on your website;
- the time spent by your prospect or client on a particular document.
This data allows you to target more easily which prospect or which customer to follow up and when to do so for an optimal and tenfold efficiency of the actions. The platform keeps you informed in real time of the consultation rate of your documents and your sites, but also of the degree of interest of your prospects (number/rate of consultation per person, opening rate per document, reading rate of a document, pages read, time spent per page, viewing time on the video, etc.).
Keep in mind that relaunching your customers and prospects is always more profitable than launching a new prospecting phase. Adopt the atomic content strategy and boost your sales with Sweet Show!
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