Let’s outline three typical scenarios of follow-ups :-
• Difficult-to-reach prospects:- Some prospects are pretty difficult to reach out, so you’ll need to follow-up regularly with them and at a different time of the day and on different days of the week to finally connect with them. If you still dont receive any reply, send them an email or leave a voice message asking whether they are still interested to go ahead with. This will further help you to decide whether you need to follow-up with that particular prospect or no.
• Happy customers:- You need to contact your happy customers to show that you value their continued loyalty. A good time to follow up with these customers is when one of their referrals has become a customer. Sending a thank-you note, and more references are likely to result.
• Current customers who might have a further need:- Staying on top-of the-mind of the customers when they are nearing their plan renewal time, is part of a B2B salesperson’s job. It’s also a new way of generating B2B sales. To develop effective follow-up methods, one needs to understand how often the customers expect to be followed-up and what kind of problems they want you to help them resolve.
Your customer may expect to be for example:
• Kept informed of product developments and its various upgrades.
• Able to reach you and receive a callback
By making customer service and follow-ups a regular part of your daily task, you can keep customers happy and generate more new leads from your existing customer base via referral and upselling.