Glossary
Follow up
The continued pursuit and re-engagement of potential customers.
Nearly all sales situations require consistent follow-up emails, calls and messages to nudge prospects into action. The goal of follow-ups is to move prospects to the next deal stage or, if that fails, at least get a response from the prospect indicating why that’s not possible. Most sales are closed through follow-ups, and many take five or more follow-ups. Yet, when emails or phone calls are ignored, 44% of salespeople give up after just 1 attempt, and only 8% of salespeople follow up more than 5 times.
The best way to “beat” follow-ups is to schedule your next meeting at the end of each call and to assume that nobody will ever call you back. Once follow-up for an opportunity is nearly exhausted, use a breakup email for one last try to spur a response.
Sales teams who emphasize and automate follow up will outperform those who don’t. It doesn’t matter how good your product is. If you don’t follow up with your prospects, deals will slip through the cracks.
The best way to “beat” follow-ups is to schedule your next meeting at the end of each call and to assume that nobody will ever call you back. Once follow-up for an opportunity is nearly exhausted, use a breakup email for one last try to spur a response.
Sales teams who emphasize and automate follow up will outperform those who don’t. It doesn’t matter how good your product is. If you don’t follow up with your prospects, deals will slip through the cracks.