This week, I am so pumped up about the principle of “Follow-up”. Many business people leave a lot of money on the table by simply refusing or neglecting to follow up.
Trust me, I know it’s not deliberate, I used to fail at following up on prospects too. I know you are a really busy person especially if you run a micro business and the entire load of running the business is on you. In this newsletter, I will share with you how to create an effective follow up system that can help you multiply sales and without wearing yourself out.
Following up on prospects is a critical aspect of business success. Here are some reasons why:
- Builds relationships: Following up with prospects shows that you care about their business and value their time. This helps build a relationship of trust and credibility, which is essential for long-term success.
- Increases conversion rates: Following up with prospects increases the chances of converting them into paying customers. It reminds them of your business, helps address any concerns they may have had, and provides an opportunity to provide further information about your products or services.
- Helps identify potential problems: Following up with prospects can also help identify any potential problems or obstacles that may be preventing them from becoming customers. This provides an opportunity to address those concerns and improve your business.
- Demonstrates professionalism: Following up with prospects is a sign of professionalism and attention to detail. It shows that you take your business seriously and are committed to providing excellent customer service.
- Helps stay top of mind: Following up with prospects helps keep your business top of mind. Even if they are not ready to purchase at the moment, they may consider your business in the future when the need arises.
Overall, following up on prospects is a crucial step in building a successful business. It helps build relationships, increases conversion rates, identifies potential problems, demonstrates professionalism, and helps stay top of mind.
These are steps you must take to achieve effective follow-up:
- Act Quickly: Once a potential customer expresses interest in your product or service, don’t wait too long to follow up with them. Aim to reach out within 24-48 hours to keep the conversation fresh in their mind.
- Personalize your Approach: When you follow up, make sure to address the prospective buyer by their name, mention the specific product or service they expressed interest in, and tailor your message to their needs.
- Use Multiple Channels: Some customers may prefer to communicate via email, while others may prefer a phone call, WhatsApp message or even a text message. Try to follow up using multiple channels to increase your chances of getting a response. Be very careful of WhatsApp broadcasts to prospects, it can be a turn-off for many people because it is intrusive unlike emails which are a bit more subtle and people can come back to read your sales messages at their free moments.
- Be Persistent, But Not Pushy: Follow up with prospective buyers multiple times, but be careful not to come across as too pushy or aggressive. Respect their time and preferences, and be willing to adjust your approach if they’re not responding.
- Provide Value: Offer something of value to the prospective buyer, such as a sample, free trial or demo, a discount or special offer, or relevant content or resources that may help them make a decision.
- Keep It Professional: Always maintain a professional tone and demeanor when following up with prospective buyers. Avoid using slang or overly casual language, and be respectful of their time and preferences.
Finally, consider automation by using email marketing software like Mailchimp, Sendy.co, Convertkit, etc. There are also 3rd party software for WhatsApp automation that can save you many hours of work.
By following these principles and taking action, you can effectively follow up with prospective buyers and increase their chances of converting them into loyal customers.
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