The no-no’s of sales follow-ups

By Nicole Whitehorn

As sales people, we all do it. We send follow up emails with phrases like “touching base” and “just checking in”. The reality is that when prospects receive emails like this, they not only delete them immediately, but chances are they probably start thinking of you as just another pesky salesperson.
In order to keep the sales momentum alive, you need to rethink your entire call-back strategy and aim to provide value with every interaction.
When sending your follow up email, reiterate how your product/service can help their business and refer to previous conversations you’ve had with them in the past; e.g. “Last time we met, you mentioned you needed to start increasing revenue immediately, let’s not waste any more time getting XYZ implemented to achieve this.”
Share ideas with your prospects on ways you think they can improve their business. Use examples of how you’ve assisted other businesses and recommend they contact those references themselves if they wish. Better yet, send them articles or case studies relevant to them as an added value tactic.