What should you do when you are dealing with an unresponsive lead or a potential client? Generating leads and winning new business is among the most crucial tasks for SMEs. A successful sales meeting/phone call is the first step towards your new business lead but you have to do a lot more after this to seal the deal. The majority of the salespersons just wait for the customers to get back to them after sending quotes but this isn’t the right practice.
You must be quite happy and excited about the impending deal after sending the quotes. But it’s been quite a long time and you haven’t heard a single word from the lead and, afterward, you came to know that your competitor has won the same deal. The customer was satisfied with your offered price then suddenly he changed his mind and is now working with your competitor.
How can someone look so sold and then haven’t gone through the deal? What was the main issue that you have lost the customer after a successful meeting? Follow-Up.
Following up on your potential customers after sending the quote is the prime factor that sets you apart from other companies. The salespersons’ biggest mistake is when they think that they have done their job and won the deal after having a successful meeting or sending the quote.
Follow-up is the key factor to crack the deal and win the client. I have scoured the 5 most useful tips to clutter the inbox and ace the follow-up, which are:
Remember when the quote was sent
The best way to follow-up on the quote is to decide that after how many days you should contact the client. You should give them sufficient time to think upon the offer. Adding the dates to the quotes and arranging them accordingly can be really helpful in this regard. Besides this, you should set reminders to follow-up on the particular quote so that you might not lose the deal.
Osmos’ search filters allow you to find a quote by the name of the client or specific assigned IDs and you can see the status of the specific quote. In addition to that, you can also search the quotes by the current status or can simply scroll down to the date on which quote was sent.
Avoid monotonous follow-up emails
Sending generic and same kind of emails to every client over and over doesn’t depict professionalism. Every client has different needs and every stage of follow-up needs a different type of email template to ensure that the required information is being delivered.
Osmos’ provide you the option of numerous email templates to choose from and you can also edit or delete a previously customized template. You can personalize the follow-up email according to the requirements of the specific customer.
Don’t depend only on emails
You shouldn’t depend solely on the emails as a source of follow-up because emails can be ignored easily or can be overlooked in the clutter of the inbox. Try to get in touch with the client over a phone call to remind them about the impending deal or to ask them to check the email.
For this purpose, Osmos has a specialized feature of interactive buttons that let you interact promptly with the client by customized text. In addition to that, it allows you to know whether the client has opened the email or not.
Don’t be a pain in the neck
The follow-up emails should be relevant and concise as that of the Osmos’. Provide new and valuable information to the clients by restating the points that may excite them. End your conversation with a clearly described next step so that the person not get irritated. Don’t follow-up too often as it can make you seem annoying and desperate. As everything is online via Osmos providing the instructions about what actions should be taken next, you won’t be a pain in the neck of the clients.
Ask genuine questions
In the follow-up, you should ask genuine and open-ended questions to show that you really care about your customers/clients. Don’t push the clients as they owe you nothing instead offer values in every follow-up.
As an endnote, I’d like to say that follow-ups are a pivotal part of any successful sales cycle. It is to be noted that an effective follow-up goes beyond sending automated emails and making repetitive calls/messages. The successful salespersons add value to their follow-ups and demonstrate strong and deep knowledge of the industry that sets them apart from others.
