CRM

How Does A Sales Follow-Up System Help Your Small Business Grow?

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It takes a significant amount of effort to generate leads and convert them into qualified prospects and just as hard to turn eligible prospects into clients or customers. Far too many small business owners abandon their opportunities too early in the sales cycle. According to HubSpot, 44 per cent of salespeople give up after one follow-up, but 80 per cent of sales are made after five follow-ups.

The truth is that few leads are “hot,” in the sense that they are ready to buy during the initial contact. Many can be warm leads or people who are interested and can buy in the future. In reality, the difficult part is cultivating warm leads. This is where a sales follow-up system can come in handy. Knowing what to do at each point of the process will assist you in increasing your sales.


What Is A Sales Follow-up System?

A sales follow-up system is a tool that you can set up to monitor and transfer leads through the sales cycle. Leads come to you in a variety of ways, including referrals, search engines, social media, networking events, and emails. You need a framework that allows you to communicate with them more and nudge them towards sales conversions and when they arrive.

Most people associate follow-up with hunting down prospects or attempting to catch up with potential clients after a meeting to see if they’re ready to move forward. Rather than just following up to ask whether a potential client is ready to look at an opportunity, move forward with a proposal, or engage in some other sort of nagging that can bother them, you will follow up in ways that they may find useful. In this manner, they would genuinely look forward to hearing from you. 

They read your emails and answer your phone calls. That means you’ll be giving them useful, valuable information in the vast majority of your follow-up communications. Or connecting them with people that will be useful to them, inviting them to events that will be useful to them, or exchanging industry news.

Learn Close.com’s sales follow up system and how it can help your business here.


Types Of Sales Follow-Up System 

Emails

Email is the way to go if you want to attract more customers and nurture them into greater sales at scale. You can create confidence and a relationship with your prospects by using an autoresponder and sending customised messages to them. Email is also beneficial because it is highly flexible — the sales reps will instantly follow up for any lead they speak with.

You can set up your platform to automatically send those emails to leads at just the right time, right after they’ve completed action or after a given period of time, and you can build a follow-up system with emails that can be customised and personalised using the data you have about each lead in your CRM and sales force automation platform.


Post-sales call follow-up message: This happens after the sales team contacts each qualified leads. Whether they are interested in buying or not, you should still do a sales follow up using a gentle reminder. You will accomplish this by describing what you discussed as well as any valuable tools that will help your company’s authority and expertise on the subject.


Following up on leads that have been stalled in the sales pipeline: Sending one follow-up email after a sales call or meeting is usually insufficient to nudge a deal. Remember that the majority of your potential leads will not be able to purchase your product right away. It is important to plan a daily cadence of follow-up after-sales calls. Your aim should be to remind them of what you have to give regularly. When they are ready, your company will be fresh in their minds.


SMS (Text Messages)

Your sales team will integrate SMS into your post-sales follow-up funnels for an easy, on-the-go, and fast way of communicating versus other modes of communication. With nearly 80% of the world’s population having access to cell phones and SMS, it’s no wonder that almost all US customers believe text messaging is the most effective way to contact them for transactions and notifications.

Here are a few reasons why you should incorporate this underutilised contact channel into your marketing follow-up method strategy:

  • Most SMS messages are read within three minutes of being received
  • SMS has a higher response rate than mobile ads
  • Consumers prefer texting to schedule or changing appointments over other modes of communication
  • SMS messages are read at a rate of 98 per cent, while emails are only read at a rate of 20 per cent.

Many people associate SMS messaging for sales with spam-mail from random 777 numbers that they did not opt-in for, but this contact channel can do a lot without frustrating customers or leads.

Here are a few examples of SMS message applications:

  • Messages for a webinar or an appointment
  • Making or rescheduling appointments
  • Receipts or purchase confirmations
  • Deals on coupons
  • Polls and competitions

With a better understanding of the platforms to pursue, you will decide which is best for your target audience. Then, plan the short-term and long-term sales follow-up.


Other Sales Follow Up System Solutions

Contact Relationship Management

A contact management system is the most powerful tool in the follow-up arsenal. A CRM not only allows you to record information about your contacts, including important details like birthdays, but it also allows you to monitor the results of follow-up contacts and set up email reminders to remind you to reach out for further follow-up.


Spreadsheet and Calendar

 If you aren’t ready to invest in a CRM system, you can create your own. On a spreadsheet, keep track of your clients’ details and follow-up notes. Use a calendar with an alarm to schedule your follow-ups, including reminders.


Make The Sales Follow-up System Last As Long As Possible

People buy because they believe you can solve a problem or help them in some way. They don’t care how smart you are; what they care about is how you can support them. Take note of what they claim they require and tailor your sales pitch and follow-up contacts on how you can help them. 

This is where your CRM system comes in. It will assist you in developing a prospect-centred pitch and will also provide you with ideas for great follow-up. If your prospect says he’s running a 5K, you can give him a card encouraging him to keep going. If he says he’s having trouble with something, give him an email with a connection to a great article about it.