{"id":35634,"date":"2021-04-06T22:30:00","date_gmt":"2021-04-07T05:30:00","guid":{"rendered":"https:\/\/bamf.com\/?p=35634"},"modified":"2021-04-06T20:54:49","modified_gmt":"2021-04-07T03:54:49","slug":"bamf-expert-guest-post-how-to-follow-up-b2b-prospects-after-the-initial-sales-call","status":"publish","type":"post","link":"https:\/\/bamf.com\/bamf-expert-guest-post-how-to-follow-up-b2b-prospects-after-the-initial-sales-call\/","title":{"rendered":"BAMF Expert Guest Post: How to Follow Up B2B Prospects After the Initial Sales Call"},"content":{"rendered":"\n
This contributing article does not reflect the views and opinions of BAMF Media, its subsidiaries, employees or its management. Its feature on the BAMF platform is to educate, inform, and help our users and clients.<\/p>BAMF Media Management<\/em><\/cite><\/blockquote>\n\n\n\n
Sales follow-up avoids critical leads from falling through the cracks. <\/p>\n\n\n\n
It\u2019s a strategy to engage with the prospects by targeting their queries, understanding their vulnerabilities, and empathizing with them. <\/p>\n\n\n\n
Follow-ups with B2B prospects are a great way to uncover industry-related hurdles and pain points.<\/p>\n\n\n
\nTable of Contents<\/div><\/div><\/div>
- How to Follow Up B2B Prospects After the Initial Sales Call<\/a><\/li>
- 1. Review Notes About the Prospects<\/a><\/li>
- 2. Deliver Value Every Time<\/a><\/li>
- 3. Start Follow-ups with Email or Call<\/a><\/li>
- 4. Move On When you Don\u2019t Close<\/a><\/li>
- 5. Iterate <\/a><\/li>
- Focus on Value <\/a><\/li><\/ul><\/div><\/div><\/div>\n\n\n
An effective follow-up strategy is about stitching a prospect\u2019s pain points with the product\u2019s value.Here\u2019s a framework that can help you in moving the prospect forward in the sales funnel and eventually winning the deal:<\/p>\n\n\n\n
How to Follow Up B2B Prospects After the Initial Sales Call<\/strong><\/h2>\n\n\n\n
1. Review Notes About the Prospects<\/strong><\/h2>\n\n\n\n
Leveraging available information about the prospects in follow-ups reduces friction. It makes your prospect comfortable talking to someone who already knows him. Using previous notes as remarks in follow-ups makes you less of a stranger. <\/p>\n\n\n\n
So, before hopping on a follow-up call, gather all the information <\/strong>you have about the prospect. For instance, figure out where your prospect lies in a sales funnel and ask yourself these questions:<\/p>\n\n\n\n
- Is he having a rundown of the product or just basic knowledge? <\/em><\/li>
- Are you starting from square one?<\/em><\/li>
- Are you answering questions that the prospect asked previously? <\/em><\/li><\/ul>\n\n\n\n
Whether you made the initial contact or some other executive, review the data you\u2019ve about the contact. You can use Fireflies.ai<\/a> in sales discovery meetings with prospects.<\/p>\n\n\n\n
It\u2019ll automatically generate digitized notes, which you can search across later and dig critical information about prospects using smart search keywords like budget, requirements, follow-up, etc. <\/p>\n\n\n\n
After reviewing the vital points, try to link them naturally into the conversation.<\/p>\n\n\n\n
For instance, if he told you that he\u2019s going on vacation later in that day, casually asking about their good experiences builds a strong rapport. Remember not to get too invasive. Your goal is to talk about topics that interest the prospect.<\/p>\n\n\n\n
2. Deliver Value Every Time<\/strong><\/h2>\n\n\n\n
Forget the old, ineffective method of \u201cjust following up<\/em>\u201d. Make sure every follow-up is worth the prospect\u2019s time. You must give them a reason to listen to you or open your email.<\/p>\n\n\n\n
Your deal may not close after the first follow-up or sales call, depending on the value and position of the prospect in the sales funnel. This means that following up with no plan in mind won\u2019t move the prospect forward. <\/p>\n\n\n\n
Perhaps the best strategy in sales follow-up is to deliver value<\/strong>. Ask yourself: How can you make your prospect open your email or reply to your calls during his super busy day?<\/em><\/p>\n\n\n\n
Content marketing is a great way to educate the prospect with relevant information without being salesy. Deploy this strategy across different touchpoints to capture the prospect\u2019s attention.<\/p>\n\n\n\n
This includes sending a case study <\/em>or guide <\/em>on the topic that you previously mentioned. Or, in a phone call, this includes using detailed information to answer a question. <\/p>\n\n\n\n
3. Start Follow-ups with Email or Call<\/strong><\/h2>\n\n\n\n
After setting the preparations right, this is the time to do the critical task: talking.<\/em> <\/p>\n\n\n\n
During the follow-up, it may be tough to understand what hindrances the prospects are facing. Sometimes, they are not aware of their struggles.<\/p>\n\n\n\n
Ego and insecurity can play a role in guarding a prospect before making a purchase.<\/p>\n\n\n\n
Instead of rushing to get the order, gradually ease the conversation to build trust<\/strong>.<\/p>\n\n\n\n
It is difficult for business owners to be open and vulnerable to a stranger. <\/p>\n\n\n\n
Here’s what.<\/p>\n\n\n\n
You can\u2019t just kick off a conversation asking, \u201cWhat problems do you face in daily life that keep you up at night?<\/em>\u201d That\u2019s straight weird, invasive, and inappropriate.<\/p>\n\n\n\n
Let the prospect put all the things on the table to bring trust into the call. Talk about the business points they are mentioning. Nudge them to go deeper into the issues around your products to gain authority.<\/p>\n\n\n\n
When they mention their industry-related pain points, remember to reciprocate with patience, understanding, positive intent.<\/p>\n\n\n\n
When it comes to winning a deal, the ideal talk-listen ratio for a sales rep should be 43:57<\/em><\/a>.<\/em> And that\u2019s where the secret lies. <\/p>\n\n\n\n
4. Move On When you Don\u2019t Close<\/strong><\/h2>\n\n\n\n