All of your lead generation efforts are a waste of time if you can’t effectively keep the conversation going and move each prospect down your sales pipeline. By continuously setting expectations for prospects and asking for the next step you can more quickly get to a yes or a no. Saving you an enormous amount of time and allowing you pursue the highest probability prospects.
1. Plan your day
As odd it sounds, make appointments with yourself. It is very easy to get distracted and not make the number of calls that you need to. Organize your calendar to make the most of your day. First thing in the morning, spend an hour or two for pure cold calling and later in the afternoon schedule an hour for follow-ups.
2. Take obsessive notes
You should not have any conversations with prospects or contacts without taking notes. Make sure these notes are recorded in your CRM connected to the prospect, contact or account. Then create a follow up task. It is perfectly acceptable if the follow up is the next day or the following year. It could just be a reminder to look at the account and data. There needs to be a scheduled reminder.
3. Fight your desire to email instead of call
Most people are of the mindset to just send a quick email then it will be better for everyone. This is simply not true. You are ignoring the opportunity to create a relationship and to build a rapport with your prospect. Now we don’t suggest you call all the time however, when the opportunity to chat presents itself then do call your prospect.
4. Ask For The Close
Every time that you have a conversation with someone be clear and forthright about your next step and have them agree to it. Make sure that you provide them with relevant supporting information that they need. This means videos, whitepapers, eBooks, case studies or proposals.
5. Track everything
Know how they are engaging with your emails and content. Are they opening them? Are they spending time on them? What interests them the most? The more information you have then the more effectively you can follow up with the solution they need. You can even use CloseFox to respond before a task if they are showing engagement. Then follow up with the right message.
6. Track your pipeline
This is a little more advanced, but you should know how many prospects and opportunities are active. What percentage are you closing? Why are they not closing? Is there a correlation between your message and deals won? Even simple information on your pipeline can help you know where your sales process is failing so that you can close the gap and correct it.
There are many other things that you can do, but simplifying it will make sure that you do follow ups consistently and effectively. Don’t be afraid to fill your pipeline to the brim. Having an effective process will allow you to manage your funnel and win more deals.
CloseFox takes the guess work out of sales follow up. It helps sales teams hunt targets, read minds and win deals. We utilize sales and marketing content to better track prospect engagement and deliver easy to use analytics and recommendations. Our dashboard shows you what is important to prospects by tracking engagement and strategic data. Allowing you to follow up with the right prospect at the right time with the right message. Unlike other tools CloseFox helps you win more deals by taking the guess work out of sales follow ups.