Sales Deal Follow-Up

One thing that I get requests regularly is on sales deal follow-up.  You are very close to closing the deal. All the signs have been positive.  You send over an email confirming some details, for a follow-up meeting, or about a signing a contract and you don’t hear back.  What should you do to keep the deal moving forward?  Here are a few tips for sales deal follow-up.

Confirm Details in Sales Meeting: In your sales meetings make sure to confirm the following details so you can make sure you are on the same schedule and you can reach them.

  • Have you asked about next steps and timing?
  • Do you have their office and mobile numbers?
  • Have they connected with them on LinkedIn?

Follow-up Cadence: This is an example of a sales cadence you can use to follow-up.  The big mistake I often see is that sales reps only send email. Mix up the methods of follow- 

  • Start with an email with a high level and pushing for the next step. Do you have a meeting link in the email?
  • After 3 or 4 days try multiple calls spread-out over a few days
  • After two weeks try a LinkedIn message
  • Try another email, reply/forward the previous one
  • After 3 or 4 business days try a few more calls
  • If no response is there another prospect team member you can try?
  • If still no response after a month then add to a monthly follow-up.
  • If you have a nurturing follow-up process add them to the contact

Leveraging your CRM: Keeping track of information you have collected as well your planned tasks.

  • Make sure the contact and the company is associated with the deal
  • Record all the attempted outreach through email, LinkedIn, and even un-answered call
  • Schedule the future task in the cadence

If you would like to talk about how to close more deals with your  sales teams please reach out to me.

Sales Deal Follow-Up