According to statistics, a staggering 48% of sales people don’t follow up with a prospect after a meeting. Combine this with the fact that it takes five to twelve contacts to close a deal, and you can see why a lot of sales never materialize.
But this doesn’t mean you should badger a prospect with generic calls and emails. Rather, each contact should be a valuable exchange between you and your prospect. Here are five ways to do that.
5 Ways to Follow Up with a Prospect
1. Follow up instantly.
Well, not necessarily in a nanosecond, but within 24-hours. This is especially important if you’ve promised to answer a question or send specific information. Trust me. Your prospect will note your promptness.
2. Don’t send a generic follow-up.
Rather than the standard, “It was nice to meet you. Please let me know if you have further questions.” Mention something specific that happened during the meeting or comment on something they said. Maybe driving home, you thought of a way to modify your offer so it better suits their needs. If so, mention it.
3. Refresh their memory.
In your follow-up, note the key points agreed on so they will have a sense that you are in synch with them.
4. Send a relevant article or link.
Think back on your conversation and marry those thoughts with articles you come across that could impact their business or personal life. This is a great follow up tactic, as you can send an article every few weeks without appearing to badger a prospect.
5. Remember, it’s a numbers game.
Understand that every prospect won’t turn into a customer, but take aim on those you really want to close and follow up, follow up, follow up. .