3 Proven “Deal Closer” Follow Up Strategies

Cory Michael Sanchez B2B Marketing Content Series, Tips and Tricks 1 Comment

The good news is, there is more than one way to follow-up with a prospect – not just email. It’s always a good idea to ask your prospect the best way to communicate in advance to discover the best method of getting ahold of them.

First and foremost, respond back to your prospects quickly. An analysis of more than 2,200 American companies found those who attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision makers than those who waited even sixty minutes. (Harvard Business Review)

You’ve heard the phrase, “Time is money?” Here it directly applies to how quickly you can respond in order to make the necessary moves to close a deal. Be known for your quick response time. It is guaranteed to be appreciated.

Let’s dive into the 3 easy ways (with tips) to follow-up:

  1. Email

Sound easy enough, right? But sometimes emails fall short. Try the following tips to enhance your email messaging.

When are you sending out your emails? The vast majority of prospects want to read emails from 5 and 6 a.m. (Mashable)

  • Create messages with a subject line with three to four words. They get much better responses than shorter and longer ones. (Boomerang) And speaking of subject lines, here is a list of words to include or discard from your messages.The most effective words to put in your email subject line.
  • Demo
  • Connect
  • Cancellation
  • Apply
  • Opportunity
  • Conference
  • Payments

Words to avoid
 in your email subject line are:

  • Assistance
  • Speaker
  • Press
  • Social
  • Invite
  • Join
  • Confirm

According to an analysis of 300,000 emails, an all caps subject line hurts response rates by approximately 30%. (Boomerang)

…No one likes to be yelled at.

 The meat of your message matters, too.

  • Emails that contain one to three questions are 50% likelier to get replies than emails without any questions.
  • And keep the message short, but not too short. What’s the sweet spot? Between 50 and 125 words. (Boomerang)
  1. Phone Call

Once you have secured an interested prospect, spend a good deal of time away from your email inbox and connect with your prospects over a phone or video call. It will enhance your relationship and move things along much quicker.

  • During your call, use terms that inspire confidence, such as “certainly,” “definitely,” and “absolutely,” five times more often than low performers. (Chorus)
  • Be sure to stay away from these words and phrases said to create the worst conversion rate. 
    • “Show you how”Drops close rates by 13% when used more than four times during a single call.
    • “Discount”: Decreases close rates by 17%.
    • “Contract”: Hurts close rates by 7%.
    • “Free trial”: Lowers likelihood of securing next steps by 5%.
    • Your company’s name: Harms close rates by 14% when used four-plus times in one call.
    • “Competitor”: Makes you less likely to get next steps or close.
    • “Million,” “billion,” “trillion”: Large quantities are too abstracts, so they harm close rates. (Gong)
  1. Text

Ask yourself, how many unopened emails do you have compared to texts? The number of unopened emails far exceeds the unopened texts, right?

That’s because 98% of all text messages are opened compared to 22% of emails. (Mobile Marketing Watch)

And because we are attached to our phones at all times during the day, a separate study found nine in 10 texts are read within three minutes of delivery. (ConnectMogul)

Only 43% of smartphone users use their phone to make voice calls but over 70% of smartphone users text. (ConnectMogul)

Following up, in any way, will have a giant impact on your sales. Sure, we all get busy and distracted, that is why follow-up is increasingly important in business. Have fun with it. Be creative!

Stand apart from the crowd and close more deals by consistently following up with your prospects.

If you’d like our help to consistently fill your sales pipeline with quality leads, check out this video and request a discovery call!

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