Written by Thomas Norris
The Art of Follow-Up: Using References to Stay Top-of-Mind
As a salesperson, staying top-of-mind with your clients or prospects is key when it comes to closing deals. But how can you keep your name and services in the minds of your prospects without being overbearing? The answer lies in the art of follow-up.
Follow-up is the practice of regularly keeping in touch with your clients and prospects. It’s an important part of the sales process and one of the best ways to stay top-of-mind with your customers. But oftentimes, salespeople don’t know how to effectively use follow-up to their advantage.
That’s why it’s important to understand how to use follow-up references to stay top-of-mind. By leveraging the power of references, you can stay in touch with your customers without being intrusive or overbearing. Here are a few tips to get you started.
1. Use References to Connect with Your Prospects
One of the best ways to stay top-of-mind with your prospects is to use references. This could be a video, blog post, or article that you think your prospect would find interesting or helpful. By sharing references that are relevant to your prospect’s needs, you can demonstrate your expertise and show that you’ve done your research.
For example, if you’re selling a financial product, you could share a blog post about the latest financial trends. Or if you’re selling a product related to health and wellness, you could share a video about the benefits of a healthy lifestyle. These references can show your prospects that you’re knowledgeable and up-to-date on the latest trends in the industry.
2. Ask Questions to Start Conversations
Once you’ve shared a reference with your prospect, you can use it as a starting point for a conversation. Ask your prospect questions about the reference to get them thinking and talking. This will give you an opportunity to learn more about their needs and offer solutions to their problems.
For example, if you shared a blog post about financial trends, you could ask your prospect questions like, “What do you think about the author’s views on the market?” or “What do you think the biggest challenges are for businesses right now?” Asking questions and starting a dialogue will help you build a relationship with your prospect and stay top-of-mind.
3. Send Follow-up Emails
Once you’ve shared a reference and asked questions, you should follow-up with your prospect with a brief email. This will give you an opportunity to remind your prospect that you’re available to help and provide solutions. Be sure to include a call-to-action in your email so that your prospect knows what action you’d like them to take.
For example, you could include a link to a product page or a contact form for them to fill out. This will make it easy for your prospect to take the next step in the sales process.
4. Follow-up Regularly
The key to staying top-of-mind with your prospects is to follow-up regularly. Schedule time in your day to reach out to your prospects with relevant references or updates on your product or service. This will help you stay connected and demonstrate that you’re still interested in their business.
By leveraging the power of follow-up references, you can stay top-of-mind with your prospects without being overbearing. Follow-up references are an effective way to demonstrate your expertise and start conversations with your prospects. By using these tips, you can stay connected and increase your chances of closing deals.
The art of follow-up is not just about staying top-of-mind with your prospects, but also about building relationships with them. A successful salesperson knows how to use follow-up references to engage their prospects and provide solutions to their needs. By leveraging the power of follow-up references, you can stay one step ahead of your competition and increase your chances of success.