Follow-ups are essential to closing more deals. Unfortunately, it can be quite time consuming. To do it efficiently, you want to prioritize those deals more likely to convert to sales. There are a few ways that can be done.
Are you following up on your customer quotes?
I hope so - if not, you’re leaving money on the table.
But the reality is that most sales teams don’t have time to do this. There are just too many other things to do during the day, and follow-ups get left behind.
Follow-ups are essential to closing more deals. Unfortunately, it can be quite time consuming. To do it efficiently, you want to prioritize those deals more likely to convert to sales. There are a few ways that can be done.
Start by creating a list of customers that are more likely to buy, or parts more-likely to sell. Many people like to start with the most-valuable quotes. Either way, prioritizing is key!
This can be done in your ERP, in your email inbox, or in a spreadsheet. However you choose it, it may take a bit of manual labor just to create the list, let alone actually following up.
From here, a phone call, email or Whatsapp to your targets are in order. Messaging is key as well. If you’ve provided all the necessary documentation, maybe the pricing is why you haven’t heard back yet. Many times, they are comparing your CQ with other vendors. How are you able to provide more value to your customers that your competitors? Is it a discount, bulk deal, multiple condition codes at different prices? Figure out how you can provide more value and give it to them!
Like we’ve mentioned, follow-ups are great and can help increase deals won, but they can take a lot of time.
This is where Rotabull’s simple Follow Up workflow can make life easier. Within Rotabull, you can select the customers, date range, value, part numbers, etc. to narrow that list down for you in a few seconds. Voila, that's your list of deals to follow up on.
A popular combo for filtering is: Quotes Not Followed Up On - In the Past Week - Over $XXX
Now that we have our list, let’s get those follow-ups out!
Below are a few ways that could be done. We’ll start with the slowest, although, compared to emailing one at a time, it’s supersonic!
Conclusion
Follow-ups are tedious and not everybody always has time to do them - but they are a great tool for creating more closing conversations faster.
By establishing an efficient process for targeting the right customers with the right message, you can expect to hold more conversations and watch more POs come in.
But more doesn’t always equal better. Make sure you don’t spam your customers or you may just end yourself up in the Spam folder.
Be smart. Be respectful. Happy Selling.
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