Every business has its clients and potential clients called prospects

It is essential to follow up with both groups. 

There is an apparent reason that the target audience is a source of new sales and build your brand awareness. Current customers are valuable because they have trusted you enough to buy a product or service from you. It means that in case you keep a good relationship with them, they might be willing to buy more from you. At a relatively lower cost, you can upsell your current customers.

Follow Up With Prospects Using Sequential Mailing and Calling Strategies

The golden rule is that the most effective way of getting a customer is to talk to him one on one. You can do it via phone, Voice over IP, chat, or personalized emails. The contact should come not earlier than the next day after he expressed interest in your product or service.

It can happen that he stayed on your page too long and could not decide where to go – if in place, assist him with a chat or ask him to leave you an email or a text message, so you can return to him and answer his doubts.

Often, customers are not buying because of the price, but due to lack of enough “what if?” information. You are not able to answer all the concerns on the page. It is not efficient and makes no sense. Therefore, if you notice that your customer dropped at the checkout – email him and resolve his doubts. You can write something like:

Hello John,

Thank you for visiting us. I have noticed that you have some doubts when trying to learn more about our product. We have presented you with a $997 price for this unique service.

I understand that you would like to receive more information before purchasing our high-ticket service.

I have a special offer for you.

Here’s the deal! 

Please leave us a TEXT message or send us an email on [email protected] and tell us what discount you would like to receive, and we see what we can do about it.

Truly yours,

Josh

Keep a proper communication sequence

First of all, always allow your prospects and customers to unsubscribe from your communication channels.

Secondly, keep the email/call sequence proper. You do not want to push customers. You want to pull them from their problems. In the attachments to these classes, you will find examples of different emails.

Please find an example of an email sequence below.

Email autoresponder sequence

Let’s assume a scenario that our customer opted-in.

  1. Day 1:
    1. First email should be a “Thank you email”
    2. Second email is about so-called Pre-framing – telling about yourself and the company. Introducing a prospect to the solutions your company provides. Sending links to articles, references, videos or similar.
  2. During Day 2 you can send a third Email – Asking for more information either directly or through the survey.
  3. Leave day 3 without emails.
  4. Day 4: provide an email with a personalized and customized offer to the customer based on the survey
  5. From now on, you have two options:
    1. If your customer purchased a product you can follow-up with upsells
    2. If your customer refused to buy a product, follow him with an “objection-handler” email, where you will show your readiness to clear his doubts in person. You can make a special offer.

Conclusion

It is a vital process for your organization to handle your prospects and customers properly. Many new business owners resign too early, not following their customers. The main reason customers do not buy from you is that they do not feel like they know you, trust you, or like you. It would be best if you focused on making them comfortable. If the above is met, your sales grow.

P.S. In case you skipped the article, please find a short summary.

  • Firstly, you have learned how vital for your business are prospects and customers.
  • Secondly, you understand an idea of following up both your prospect and customer
  • Furthermore, you have learned that even if your prospect or a customer refuses an offer, it should be your first step in making him feel more comfortable. 
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