So you’ve sent two or three follow-up emails to your prospect and heard nothing back. In the next section, we’ll learn how to perfect the art of the follow-up. You just need to be tenacious to get their attention because they have a lot going on. ![]() In other words, they’re (probably) not ignoring you because they don’t want what you have to offer. According to Harvard Business Review, professionals have on average over 200 emails in their inbox at any one time. Decision makers have a lot of conflicting priorities to juggle and many different demands on their time. However, do you know the number one reason why a prospect won’t get back to you? It’s not because they are not interested, it’s because they are busy. You don’t want to be seen as annoying or not taking the hint, so you simply stop following up. Salespeople are very aware that their profession can carry a reputation for being pushy or aggressive. Reticence over following up is understandable. That’s an awful lot of potential sales that are never being closed, and potential revenue that is being left on the table. After four follow-ups, 94% of salespeople have given up. However, 44% of sales reps follow up with a prospect only once before giving up. Mastering your sales follow-up is a critical skill for reps however, many are not following up enough.Īccording to a study by Brevet, 80% of sales require an average of five follow-ups in order to close the deal. Sales follow-ups can be conducted in a number of ways - the most common methods are telephone and email. ![]() A sales follow-up is what you do after your initial pitch to encourage the prospective customer to take action.
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