Highly Efficient Follow-up strategy

Developing a highly efficient, clear & regular follow-up process will help you close more deals. However, overtime owing to several reasons, we sometimes make mistakes that lose us valuable leads and sales. Experts have identified these as the most commonly made mistakes by sales professionals:

• Untimely Follow-up: It’s important to follow up quickly. Purchase decision making process varies according to each industry - however one thing is common,

the longer you delay with a follow up, the less chance you’ll get a positive response.

• Insufficient Follow-up: Research has found that 60% of customers say “no” 4 times before saying “yes”. Customers are most likely to purchase when the sales person calls back at an agreed- specified time.

• Talking Features & Not Benefits: Customers want services or products that justify their investments. Sales professionals shouldn’t rattle off a list of features - they need to align the benefits to the customer's pain-points to help them achieve their desired outcomes.

• Inappropriate communication channels: Check with the lead what is their preferred method of communication. If you initially spoke to a lead via email don’t assume they will be okay with a WhatsApp text. The wrong communication channel might disengage them.

Avoiding these mistakes will help you close more deals.