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.
