How many times to you follow up with prospects?

Statistics tell us that 80% of sales are made after the 5th contact, yet only 10% of salespeople make more than 3 contacts. Logically, you can see that there is a need to follow up with prospects more than 5 times. Yet, you may find that after you make the first contact, you wait and get no response. You may think of reaching out, but you don’t know what to say.

Having a plan to follow up with prospects simplifies the process. It makes it easier for you to reach out because you know what to say and how you will give value. It feels more natural because you have a purpose for each contact you make. Your prospects are blown away because you are so persistent.

Here are some things to consider when deciding how to follow up with prospects:

  • How often should you follow up with your prospects? When you first meet, there may be several contacts right in a row. When deadlines are close, you may reach out with greater frequency. Sometimes prospects will dictate the frequency when they suggest a time when they will be ready for you to reconnect. If it is a long-term decision, then reaching out monthly or quarterly is probably sufficient. If the decision will be made sooner, then a weekly outreach may be in order.
  • Instead of “just checking in,” provide value as often as possible. This might mean connecting them with someone, sharing a resource, or inviting them to an activity. When you give each time you connect, it feels more authentic and less like you’re being an annoying stalker.
  • Continually invite them to make the decision to work with you or not. When the answer is no, you can take them off of your follow up list. If the answer is yes, hooray! You’ve made a sale. Often the answer will be maybe or not right now. In that case, you keep following up.

 

Once you have a sense of how often to follow up with prospects and how to add value, you can create a repeatable system that you can use with every prospect. Create more than 5 steps and then enter them into your CRM system or create a checklist and spreadsheet. Now your follow up with prospects will be easier for you and your prospects will enjoy the process more.

If you don’t have a repeatable system for follow up and you’re ready to create one, join me for Your Follow up Formula. In this 2-session class, we’ll create a formula that is specific to your personality and your brand. It will make follow up easier and in turn it will increase your sales conversions.

Do you have a follow up system for your business? How do you follow up with prospects? Share in the comments.

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