When faced with the sudden silence of an unresponsive prospect, most salespeople give up because they interpret silence as rejection. When the reality is, if you want to book more meetings, close more deals, and ultimately be more successful – you need to have a plan for following up with quiet leads. We know interacting with unresponsive prospects can seem daunting, and many worry they’ll “get it wrong” – but we’re here to show you the right way – our way. Below is the best 4 step follow up email template sequence you can find.
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What is a follow-up in sales?
A critical sales skill for sales reps, following up is the process of continuing to contact your prospect or customer after the initial pitch or purchase to encourage them to take action. Sales follow-ups are conducted in several ways, usually by telephone, email and social media.
What’s the importance of following-up with leads?
Chances are, sending one phone call, one email, or one message won’t result in a reply from a prospect every time. Even if you have met the person presented to them and they seem interested – sometimes leads go cold. The key to prospecting is: follow up, follow up, follow up. Just when you think you’ve followed up too many times – follow up again. It’s been reported that it takes an average of 4 attempts to get a response from a prospect, so if you’re giving up after one email, phone call or message, you’re losing business.
However, the sales cycle doesn’t end when you close a deal. There’s still work to be done to retain and gain referrals from happy and content customers who are well supported after their purchase. By working to continue to delight and please your customers, your relationship will continue to grow – meaning that your chances of upselling or cross-selling will be far more successful.
Why don’t prospects respond?
It’s as simple as remembering that your prospects are likely busy people, especially if you’re trying to connect with c-level executives. Further complicated by the average professional receiving around 100 emails a day, you really do have to be serious about getting your foot in the door. Your offering, deal or solution may not be their top priority – but that doesn’t mean you should give up altogether.
How to follow up with unresponsive clients in 4 steps
Stop allowing prospects to fall through the cracks. Follow our 4 step follow up email template sequence to secure more meetings with prospects whether you’re using email, social media or another communication platform:
Email 1. The Initial Follow Up
Did you get a chance to see my message about [product name]? I know it’s a busy Wednesday, but are you available this week to discuss [product name]?
Thanks, [your name]
Email 2. The Unresponsive Call Setter
Last week I sent through our brochure that details our [product name]. I haven’t heard from you since and just wanted to check if you received it, and if you had any questions?
I’d like to organise a quick call to talk it over. Would Tuesday at 3PM work for you?
Email 3. The Reminder
Hi [first name],
Just floating this to the top of your inbox in case you missed it.
Email 4. The Drop
Dear [first name],
I’m writing to touch base on [product name]. I have called and e-mailed a few times and I haven’t heard anything from you and I’m not sure how to move forward.
My sense is there is something going on that is keeping the project from moving that might be either:
1. You really are too busy to look at it.
2. Something has changed and the project is no longer a priority
I don’t know if any of these are right. Either way it’s ok, all that I ask is that you let me know. Then we can decide to either move forward, or not and then I can move on.
Like blood to a body, a full sales pipeline is necessary for your business to survive. The thing is, prospecting has evolved, and old methods just aren’t useful anymore.
Join Prospecting Power and learn how to ensure your customer acquisition strategy is creative, persistent and, most importantly, generates real results.
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