If you want more Sales follow up more
Irrespective of the Industry Sales is Sales. The Products may differ and bring certain variations but by and large Sales is a process. It is the Journey that starts with a Lead and ends at that Lead becoming a Customer. Every stage we go through requires a certain element of follow up.
It is safe to say that Follow ups are an important part of a Sales Process. Every successful Sales Professional knows that if you want more sales, follow up more and be pretty diligent about it.
A vast Majority of follow ups, to close more sales, usually happen on Emails, followed by Calls and in-person meetings, till such time that you have a Positive or a negative answer.
As a Sales professional Emails would form a major part of your daily life. Seldom would you have the experience that a Single email closed a major sale. The usual process is we send an Email, we wait for a revert, If we don’t get one we follow up. Follow ups, though the most boring part of a Sales routine, are critical.
Table of Contents
Problem with Sales follow up
As Data suggests most Sales Professionals give up after 2 follow ups, with some going till 3-4 follow ups and conversions usually happen after the 5th one. The question naturally arises why do Sales professionals give up on follow ups, when they are so critical to closing sales?
9 out 10 Sales people who were asked this question said it slipped their mind or they just forgot or they assumed that the customer was not interested.
Solution for Sales Follow up
The Solution naturally lies in doing more follow ups but by automating the mundane and boring repetitive part of it.
There are excellent tools designed to do your Sales follow up on Autopilot. It is a set it forget it way and it brings results. Sales follow up process can be fully automated till you get a reply from your prospects.
As most Sales people would tell you in the majority of cases the messages that they send for follow ups are repetitive and similar in nature. Therefore by writing a pre configured Sequence to be sent on particular days, if no reply has been received from the prospect and attaching it to your Original email, you can automate your follow ups and rest assured that your prospect would get your email.
The Sales follow up tools work on reply detection, Till it does not detect a reply, it would keep on following up as per the schedule set by you or till such time that the sequence finishes. I usually recommend a 10 step sequence spread over 3-4 weeks in most of the cases. (However this is Industry dependant)
Most of the Sales follow up tools mentioned below have been designed to work on G Suite/ Gmail and some do work with Microsoft Exchange or Office 365 (If that is where your email is hosted) Most of these tools also have email tracking built in to let you know when your email has been read.
You also get a free trial to test these Sales Follow up tools.
Sales follow up tools - Setup
Setting up the Sales Follow up tools is pretty straight forward, if you are on Gmail/G Suite as they work with a Chrome browser plugin.
All these tools give you an option to write Sequences, (Sequences are follow up Emails that you would send to follow up with your Prospects, only in this case these have been pre written.)
The control for sending these Sales follow up emails rests with you, you can define the flow of message and how many days apart you want to send each message. My experience has taught me (arrived after consulting over 100+ clients), to set a 10 email sequence and attach it to your Email and let the automation do the work for you.
If you still do not get a reply after 10 emails then it is quiet likely that the Propsect may not be interested in your proposition at this stage. (In which case it is a good idea to share the details with your marketing department for retargeting and put then on some sort of Educational Drip campaign to make sure that a Brand recall is established.)
An Educational Drip is an email sequence set up which is more based on adding Value to your prospect, this could be based on your products or your USP’s. It is called warming up your Prospect. When I personally or my clients don’t get an answer back from the prospects, I put them on a value sequence which gives them Market insights and Marketing and Sales tools.
Since majority of the Sales Follow up tools are designed to work on G Suite, you need to be using a chrome browser or a chromium based browser for these to work. Chromium based browsers have a feature called Extensions and these can be a life saver.
For your chosen tool you just need to download the extension and configure it, which usually takes a couple of minutes at the most. Once the extension is set up you need to go the back end and set up your Sequences. Most of these tools also give you the option to add a bcc to your emails which can send the email to your CRM and log it against your client/prospect.
Sales Follow up Tool - Rebump
Rebump. Currently on Sale at AppSumo there is a lifetime deal for $49 Dollars. If you miss it its $12 a month. It is designed to do one thing and one thing only. Follow up on your behalf and get you an answer. Basic tool with no frills does the Job pretty well.
Sales Follow up Tool - Saleshandy (Recommended tool)
Sales Handy: An excellent tool and probably the best value for money, It has a complete backend designed to help you achieve most of your sales goals. It not only tracks all the emails you send and tells you once they have been read, it also lets you send campaigns with multi stage follow up.
Where rebump is a great tool for most of Operations and Sales people looking for just getting a reply. Sales Handy does it on steroids by letting you design multi stage Email Campaigns which are designed to get you a follow up. It also has a template feature and lets up load documents and tracks these as well.
The best part is that it is very affordable. The recommended plan is Plus plan which costs US$ 16 per month and is billed annually at the time of purchase once your trial has expired. (Works with both Gsuite and Microsoft office products)
What makes this a recommended tool is that it lets you send Email Campaigns in a multistage follow up sequence. If you have that list of Cold leads who need warming up or a list of old customers whom you have lost touch with. The multistage campaign with follow up is a god sent to reconnect with them.
Sales Follow up Tool - Vocus.io
Vocus.io Another excellent tool which does everything what Saleshandy does, has a clean interface and even tells you what location the email was opened. The pricing plan is similar to Saleshandy but the professional plan they have is slightly more expensive than Saleshandy if you go for Saleshandy Annual billing which saves you $48 per year.
Sales Follow up Tool - Woodpecker
Woodpecker.co Very similar to Saleshandy and Vocus.io but works with any Imap account and excellent choice if you want to run Outreach campaigns to a list of Prospects with automated follow ups. You should consider it if you are neither on G suite nor Microsoft office as it works with any IMAP email account.