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How to follow up with a prospect if they haven't replied to 1-2 emailsSend this email if the sales process has reached the point where your prospects has enough information to make a purchase decision and there has been no response from them after your first or second followup.
❶ How are things going? Any word from the partners?
❷ I know you're super busy so would you mind just giving me a click below:
[link] 1. We're not in the market anymore - thank you [/link]
[link] 2. We're not ready yet - remind us later [/link]
[link] 3. What's the next step? [/link]
Thanks - this really helps me understand where you stand.
❷ Decision-makers often don't reply because they're too busy to type out a message. They may have also decided not to buy and want to avoid upsetting you. When you provide them with 3 options to click instead, this makes it slightly less personal for them and requires far less work. Thus they are much more likely to take action.
Use an email tracking tool like Yesware to track which link your prospect clicks on and link each response to a "I received your response - thank you!" page.
Follow up after a discovery call to move the sale forward
❶ As I mentioned over the phone, Heapanalytics automatically tracks all your visitor and customer actions so you can see exactly what journeys they take, where they are converting (and not converting):
- ❷We automatically track all visitor and customer actions (clicked on a call to action, read a text block [pressed their cursor on it]). This means if you decide an action is important to you later on, you can access all the historic data on it.
- No dev work / coding required - define important actions by clicking on parts of your page in our visualizer. Or by clicking on those actions a visitor/customer's journey log.
- Create funnels to see how visitors are moving and converting across your site. Example funnel: referral source Google -> landing page (sales page) -> [defined event] clicked on testimonials section -> [defined event] watched a video -> [defined event] Clicked on the buy button in the topbar
❸ Based on which funnels and actions for Samurai you mentioned you were most interested to learn more about, I can prepare a demo for your team that shows you to see that / set it up and how to strategize experiments / changes based on the data.
Let me know when would be a convenient time for you.
❷ In your discovery call with prospects, ask questions to learn more about their specific pain points and goals. Then in this follow up email, you can focus on which of your product features address those pain points.
❸ Ask your prospect to take the next step, mentioning the value they'll be getting out of it.
Follow up after meeting someone to provide value and build a relationshipIf your prospect has a strong personal like for something, revealed to you in conversation or on social media, you can provide them a relevant valuable suggestion to continue the conversation.
Hey Sales Prospect,
❶ You mentioned you love trying new foods. Saw this group organizing food tours around New York. Here's one where they take you to a few ethnic restaurants: Original Multicultural Bar Hopping Tour
Sounds like your taste buds will be pleased!
❷ How's the project coming along?
❷ Subtly reintroduce the topic of your last sales conversation.
Re-engage after an event or trade showThis type of follow up is ideal for earning the trust of a new prospect.
Hey Sales Prospect,
Great meeting you. Fantastic event.
❶ Here's email tracker I was talking about: Yesware. It really helps knowing if people opened your emails.
❷ I had look at your website. Here's our updated playbook on how to land into a government contract - looks like something you're moving into. It is indeed very lucrative.
If I can be of any help, don't hesitate to ask,
❷ Additionally, review their company website and social profiles and share with them one valuable resource helpful for their goals. This goes a long way to earning their trust and demonstrating your value.
First follow up if no response from a prospect
Great chatting with you recently!
❶ Since then, we've onboarded a few other customers - their approach may spark a few ideas about engaging AppRev customers:
❷ Globitiques - detects inactive users, automatically send renegagement sequence
According to our data, 70%+ of users forget about your app within 30 days. You can consider sending a 1-2 email reengagement sequence to users who haven't logged on in 3+ weeks.
❸ Would there be a good time to explore in depth strategies to boost your app engagement?
❷ Show 1-2 ways other customers have used your product that would also benefit the prospect, to give them some ideas and to show them whatâs possible.
❸ Gently ask if they would be open to a call, framed in terms of you wanting to provide them with more insights.
Re-engage many prospects at once: invite to webinar
Happy Monday, counting down the days until it's Friday again!
❶ I get a lot of questions every day like:
- How do you find all the key decision makers that have to approve a purchase?
- Ugh - I left a bad impression on a prospect - what can I do to recover?
- How do I stay on a prospect's radar without resorting to check-in emails and annoying them?
The good news is... As long as your prospect has a genuine need for your product and the budget to afford it, a "yes" is waiting for you. The road to get there however may wind, zigzag, throw you over a cliff but a "yes" is waiting for you.
❷ I've blasted through many rejections ("we want it but..." in disguise), maybes, delays and I'm pulling back the curtain on every single move I use to do it - no holds barred:
❸Join me live on Thursday, July 8 2015 [save date to your calendar] at 2PM EST
❹ I wanted to personally invite you -> turn that lost cause prospect into your next 10K customer:
>>> Save your free spot here <<<
❷ Talk about a highly desirable outcome your prospects strive toward.
❸ Invite them to your webinar stating the date and time.
❹ Repeat the major benefit of joining your webinar and provide the link again.
Overcome price objection without offering discounts
❶ I completely understand. You want to use something that provides the best value for you and your company. ❷ Let's see if we can find a creative way to make this work.
What if we upgraded your account to allow 6 simultaneous crawls and set you up with a personal account manager? She will walk you through the entire setup and be available Mon-Fri for any questions you may have.
To guarantee your savings of $X/hr for every employee who can now automate their manual research will help the service pay for itself.
Let me know if you're open to discussing?
❷ Offer to find a creative solution to make the price make the work for their budget by increasing the value they receive. Don't offer any discounts - it degrades the perceived value of your product.
Revive conversation after no response to third or fourth follow up: ask for permission to end the project
❶ Haven't heard back from you. Thank you for the opportunity. Can I put it on hold for now?
Revive conversation after no response: ask them if you may have done something wrongAsking a prospect or client if you did something wrong is about reminding them that there's another human being sitting on the other side of the screen. With feelings. You most likely haven't made any mistakes but acknowledging you may have can get a prospect to finally respond because they don't want you to feel bad.
❶ I haven't heard back from you in a while. I'm wondering - did I do something wrong?
❷ Last time we spoke, we talked about how dynamically serving different versions of your sales page to visitors from different sources can convert sales at much higher rates. I also sent you a few case studies to show the sales jumps other local service businesses have seen.
❸ If I did something wrong like not answer an important question for you, let me know and I'll fix it asap.
❷ Remind them the previous conversations you two had, restating the benefits they would get out of using your product.
❸ Even if you did nothing wrong per se, say that you'd like to fix any mistake that you may have made. This appeals to your prospect's human/emotional side and encourages them reply to reassure you the silence was caused by to something that happened on their side. Like they got swamped with new projects.
Push the sale forward after a sales presentation
❶ Here's a summary of the key points we covered - how our integrated email marketing and CRM platform can help you convert 3x + more prospects:
❷ Significantly boost Luxxi sales
Tag style preferences -> show each customer more of they like
Your customer loves Italian design pieces? Tag that preference in your CRM
When sending email campaigns, dynamically display different products to customers based on their preferences = much more likely to buy
Automatic follow up emails
Never let another customer fall through the cracks!
One of them told you they're gone for vacation until April? Draft an email asking how their vacation went and schedule it to be sent a few days after they come back.
Know exactly when your customers is ready to buy
You can set up 2Intel to track each subscriber's' site browsing behavior to detect buying signals. Then automatically send them prewritten sales emails.
Example: If a subscriber visits the product page 3+ times but doesn't buy = email them a discount coupon that expires in 24 hours
❸ How other ecommerce companies have used us to 5x + their sales
ActiveResponse: +60% monthly revenues / $1K monthly savings
On site behavior tracking allowed them to identify and segment customers into 4 distinct groups. Each group converted at much higher rates after being sent unique nurturing sequences tailored around their different problems.
They also saved $1000/month by not having to pay for a separate CRM and email marketing system.
Rever figured out that their customers were lying to them!
Rever runs a two-sided marketplace (freelancers and hirers)
Hirers tended to overstate their budgets by 25-50%. Behavior tracking revealed that they actually searched for and accepted proposals from freelancers with much lower rates.
Based on this behavior pattern, Rever adjusted their algorithms to show hirers more freelancers who matched their real budgets and increased their service fee derived revenue by 150%+.
❹ Next steps
The next steps would be to finalize the scope of work that would best help you hit KPIs. When is a convenient time to review this together?
❷ Show how major differentiating features of your products benefit the prospect by explaining how they would get the most value out of using them.
❸ Choose 2-3 existing customers similar to your prospect and specify 1 or 2 of the biggest impact ways they've used your product to achieve major business goals.
❹ Ask your prospect to take the next step to move the sale forward.