Following up with prospects is a huge part of any sales process.
Unfortunately, not all follow-up techniques are as effective as others. In fact, some can feel downright pushy and have the opposite effect on a deal.
So, what can you do to follow up with prospects without coming across as too aggressive? We’ve got you covered with 10 follow-up techniques that don’t feel pushy.
1. Ask if your contact would like to receive more information
If your prospect isn’t interested in what you’ve already presented, you can ask if they’d like to receive additional information or content. For example, you could offer to send them a relevant blog post or a case study about a different product.
This approach can help you keep the conversation going without pushing your prospect to make a decision. And, it gives you an opportunity to provide value and build trust.
2. Offer a genuine apology
This technique is especially effective if you’re following up with a prospect who’s not happy with your product or service.
Even if you think the prospect is being unreasonable, it’s always best to start off with an apology.
You can apologize for the inconvenience, the misunderstanding, or the mistake that was made.
But, you should never apologize for your price or your value.
Here’s a simple example of how to start your follow-up with an apology:
“I’m so sorry that you had a bad experience with our product. That’s not what we want our customers to feel. I want to make this right for you. Can we jump on a call?”
3. Send a useful resource
If your prospect is busy, they might not have enough time to read through a lengthy email. Instead of sending a paragraph about your products or services, send a link to a blog post, whitepaper, or case study that’s relevant to your conversation.
This will show your prospect that you respect their time and don’t want to waste it. Plus, it’s an easy way to provide value and build trust with your prospect.
4. Ask if there’s anything you can do to help
Sometimes, prospects go silent because they’re busy. And sometimes, they go silent because they’re no longer interested in your product or service.
To determine which is the case, send a follow-up email asking if there’s anything you can do to help. If they’re busy, they might appreciate the offer and respond with a request for more information. If they’re no longer interested, they’ll likely respond with a polite “no, thank you.”
This technique is a great way to gauge a prospect’s interest without being pushy or aggressive. In fact, it shows that you’re considerate and willing to help, which can help you build a positive relationship with the prospect even if they’re not interested in buying right now.
5. Suggest a next step
If you don’t hear back from a prospect after your first interaction, it can be tough to figure out what to do next. Should you follow up with another email or a call? Should you keep the conversation going or try to close the deal?
To make things easier for both you and your prospects, suggest a next step in your follow-up email. This will show them that you’re proactive and that you’re interested in moving the conversation forward.
For example, you could suggest that you schedule a call to discuss your product or service in more detail. Or you could suggest that you send them a proposal or a contract to look over.
6. Reaffirm your commitment to providing a high level of service
Sometimes, a lead will go cold because they’re simply too busy to think about buying a home. In other cases, they may have had a bad experience with a previous real estate agent and are hesitant to commit to working with another one.
In both scenarios, you can help put your leads at ease by reaffirming your commitment to providing a high level of service. In your follow-up messages, make it a point to highlight what makes you different from other agents.
For example, you can share any customer reviews or testimonials you’ve received, or talk about any awards or recognitions you’ve earned in the industry. This will help build trust with your leads and show them that you’re someone they can count on.
7. Offer a discount or special promotion
Who doesn’t love a good discount? It’s a great way to get people to respond to your emails. It could be a limited-time discount or a special promotion you’re running for your email subscribers.
If you’re going to use a discount as part of your follow-up, make sure it’s a good one. A 10% discount isn’t going to be nearly as effective as a 50% discount.
And make sure you’re clear about the terms and conditions of the discount. You don’t want to surprise people with any restrictions after they’ve already taken action.
8. Send a “chaser” email
When you send a “chaser” email, you’re reminding the recipient that you’re still waiting for a response. This is a great technique because it’s a simple way to follow up without being too aggressive.
Make sure you’re not sending the same email over and over again. In other words, if you’re sending a chaser email, make sure it includes new information. For example, you could include a new call to action or a new reason why you’re following up.
9. Follow up with a phone call
Sometimes, a phone call can be the most effective way to follow up with a lead. It gives you the opportunity to have a real-time conversation with them, and it can help you build a more personal relationship, especially if you’ve honed strong sales convincing skills to guide the conversation effectively.
If you’re going to follow up with a phone call, it’s important to be prepared. Make sure you know what you want to say, and have a clear goal in mind for the conversation. You should also have a plan for what you’ll do if you can’t reach the lead on the first try.
Following up with a phone call can be a great way to show a lead that you’re serious about working with them. Just make sure you’re respectful of their time and that you don’t come across as too pushy.
10. Ask for feedback
As a salesperson, you’re likely used to asking for the sale. But what about asking for feedback?
If a prospect isn’t budging, try asking them what they think about your company. This will give you the opportunity to address any concerns they may have and build trust.
You can also ask for feedback after the sale to show that you care about your customers’ experiences.
And if that feedback is positive? It’s a perfect opportunity to turn happy customers into advocates. Tools like ReferralCandy make it easy to reward loyal customers for spreading the word about your business. Not only does this help with customer retention, but it also generates warm leads that are more likely to convert — all through authentic, word-of-mouth referrals.
This feedback loop helps you build a loyal customer base and expand your reach at the same time.
Conclusion
The sales process doesn’t end after a prospect signs a contract. The post-sale period is just as important as the pre-sale period. Tools like the best Wix referral apps can help you keep customers engaged and loyal after the sale. To learn how to keep your customers happy after the sale, read about the post-sale phase of the customer lifecycle.
