Sales are the backbone of any company as sales build customer clientele, and customers keep a business going. A critical part of the sales process is following up with potential customers and prospects. Customers who feel cared for and thought about are more likely to give that company business, which is why allowing consumers not to feel forgotten about it or unhappy is vital.

Christopher Lee, WNY Holdings LLC Marketing Manager, understands how essential following up with consumers is as his organization focuses on creating an excellent user experience that keeps customers coming back for more. Lee directly works to meet clients’ needs with digital marketing and offers these seven common-sense tips to help others master the art of follow up:

  1. Mark Your Calendar (48 each)

A calendar is a great tool to stay on top of the game when it comes to following up. Studies reflect that eighty percent of sales are not closed until the fifth time connecting with the consumer in pursuit, and sometimes it takes many more than five times. The more you follow up with an individual, you will know what times and days work best to schedule calls and mark those specifics in your calendar.

  1. Never Hesitate to Follow Up

It is best to follow up immediately after a conversation because you want to catch the opposing party while the connection is still fresh in your mind. Following up the next day is always a good strategy because you can start an email with this: “It was a pleasure connecting with you yesterday…”

  1. Plan Actions

You want your follow-ups to be as effective as possible to enable you to be one step closer to closing a sale. To ensure that you know what to say and how to guide your follow-ups, you should plan actions ahead of time. Planning helps to avoid stumbling over your own words during a conversation.

  1. Write Down Details

Every time you connect with a potential client, it is wise to take notes during the conversation. You do not want to forget what you discuss with each person you follow up with, plus, writing notes down during a conversation helps you catch and remember personal details to use while establishing rapport.

  1. Use Positive Mental Triggers

Mental triggers are vital for helping your client make a decision. The use of mental triggers assists with sparking easier decision-making for a future client. For example, if you offer a discount to a potential client for only twenty-four hours, you use the mental trigger of urgency and scarcity.

  1. Understand Content Marketing Strategies

Understanding content marketing strategies can improve follow-up skills. It will teach you to avoid sending generic emails and rather be as personal as possible with every individual you contact.

  1. Send a “Thank You” Note

A handwritten “Thank You” note can speak volumes when sent after a follow-up conversation.

“Sometimes, taking the time to write by hand a “Thank You” note to a potential customer just for taking the time to speak with you is the positive difference between you and your competition,” said Christopher Lee, WNY Manager of Marketing.

About Christopher Lee

Christopher Lee is the Marketing Manager at WNY Holdings LLC, a customer-focused digital marketing company that started in 2018 to provide tailored marketing strategies for small businesses. Christopher Lee assists clients with all their digital marketing needs, from content marketing, web, and graphic design, media creation, SEO, all the way to Facebook advertising.


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