by on SEPTEMBER 12, 2013
Here are some things you can put in your follow-up in order to move people into a buying position.
1) Testimonials from happy clients who have gotten good results from your product or service. Yes, some people will think they are “made up” but statistics and scientific studies consistently show that testimonials do work. And if done correctly, they should educate your prospect.
2) Case studies and data that show the results people have gotten from your product or service. Case studies are more in depth than a testimonial. A well done testimonial is usually 1-2 paragraphs long. However, a case study could very well be pages and pages depending upon the data you have to show.
3) Stories of people who have gotten good results. How is this different from #1 and #2? #1 and #2 are more data-based. These are more story based.
4) Summaries or reviews of key points that you discussed with them. Be sure to make this more benefit based than feature based. Remember, features tell, but benefits sell!
5) Education on key industry information. It is always a good idea to use industry information to help educate your prospects on things that are currently going on in THEIR industry as to why they should buy what you are selling.
6) Relationship building between you and the prospect. This could be thank you cards, small holiday gifts, newsletters, and more. Check out our postMake More Sales Through Follow-up to see an example of how this could look in your business.
You could include any and all of the above items in your follow-up. The key is to make sure that you are indeed following up instead of writing off prospects that say, “Not right now.” At the end of the year you will find that you have made more sales hands down than your fellow salespeople who simply took no for an answer.
