The world of Sales Conversions is a fast moving one, and the follow-up at the right time and place can turn a missed opportunity into a closed deal. It is not just about sending a random email, messages, or a call when you have time; a follow-up is the getaway to fostering trust with the prospect. Of all of the sales process steps, the follow-up is more of an art form than a defined technique that needs to be executed with precision and a deep understanding of what the prospective buyer wants and how to commit them to a purchase.
When you are trying to convert prospective customers or make some sales to the existing ones, paying emphasis on follow-ups in the sales process will be a major key. Cold calls are one of the most popular outbound sales strategies, but it will seldom get you results in the first time. There are three major categories which need follow-up
- Potential customers
- Sales leads which have not yet made a purchase
- Existing customers
There are many ways your sales team can do a follow up, the most common way being phone calls to increase interest in the product or clear doubt and answer queries, the second is to reach out through social media, emails, and text messages. Of course, the sales management has to be careful to not be so overzealous that the customer gets irritated. On the other hand, the sales team should not give up way too soon.
Here are some important statistics about follow ups that every sales rep should know.
- In cases of inbound sales leads, about 81% of sales professionals make five or fewer follow-up attempts when making seven or more contact attempts can result in 15% more connections.
- Timing is the key, learning strategic call times improves responses and successes.
- Using AI improves the feedback and follow-up cycles for sales reps.
- Using videos and other dynamic content boosts engagement and conversions.
Why you need to use a robust follow-up sales conversions to boost conversions
The modern customer has changed. They have many more options than ever before. The faster you are with follow-up the higher is the conversion rates. Engaging with your leads within 60 seconds of inquiry can improve the Sales Conversions rates by as much as a whopping 400%. Here are some more arguments in favor of follow ups by the sales teams:
- Keeps you on top of the minds of the prospects and consumers
Usually, customers don’t buy immediately after initial interaction. They want to take time to compare, read reviews, and do research. By regularly following up and talking to the customer about the product or service and any special promotions, your brand will stay fresh in their memories. Sales conversions when they are finally ready to make a purchase, your product and service are the first things they will think of. Follow-up is crucial for brand awareness and keeping you in top of the mind above the competitors.
- Builds trust with the customers and fosters a strong relationship
Regular and well-timed follow ups in sales conversions are the key to building trust in your brand. The modern customer is swamped with choices, and it has created challenges for businesses. The digital customer is not patient or forgiving, and they don’t blindly trust the brand. With follow-ups you build a people-to-people bond, which is crucial for every sale. Follow ups show your customers that you care about their business and are committed to solving their problems rather than just looking to make a quick sales conversions. Understanding needs and pain points and solving them in follow ups builds rapports and creates a sense of reliability. which will make your brand stand out and earn loyalty.
- Boosts sales conversion rates
As you keep in touch with the potential buyers through multiple follow-ups, there will be a high chance to turn the no into a yes and bring the undecided to the decided side. Even the data supports this theory, i.e., multiple follow ups get up to 70% higher contact rates and help nurture the leads through the sales conversions. The sales management should also consider the fact that about 63% of people who ask for information are not likely to purchase for at least three months, and 20% take over 12 months to buy. You can start the follow ups with emails, cold calls, and messages which contain videos and testimonies of why your product and service can solve their problem.
- Helps clear questions and objections
Many sales efforts by the sales teams often lose momentum when the customer feels that their questions have not been answered. With regular follow ups, you give the customer an avenue to raise their concerns and address the doubts. Follow ups show initiatives, gives the best solution to their needs and clears the roadblocks to a Sales Conversions.
- Gives opportunities for Upselling and Cross selling
Follow ups are not just to convert the new leads, they are also an opportunity for the sales management to get in touch with the old customers and push for an upsell or introduce a new product or service. By communicating regularly with the customer, you will know more about the customer’s needs and be able to suggest solutions promptly before they go looking somewhere else.
- Helps gather valuable feedback for improvement
There is always room for improvement. Even if the sales lead does not convert into a sales conversions, it can still give valuable product or service feedback to the sales team. This feedback will help refine the sales pitch, strategy, and even the product. A polite follow-up for feedback is seldom denied.
Remember, persistence without pushiness is the key to improving the sales conversions. Employ a thoughtful follow ups strategy that includes well-spaced calls, emails, and LinkedIn messages.
Read Also: How to Build a successful Sales Team: Best Practices and Strategies
