People tend to put a lot of effort in finding new leads or new customers. New leads are important, but you won’t close as many if you don’t stay in touch. Someone might not have been ready to make a decision on your first call, but by the third or fourth contact they feel like they know you and your name is there when they are ready to purchase.
My number one sales tip is to have a follow-up process that includes multiple touches that are both semi-personalized (letters, individual e-mails, calls) and standardized (e-newsletter, newsletter, e-mailed articles, website, blog, social media) to make it easier for the salesperson.
Keep your content interesting and relevant to your prospects. Where possible ask for responses (blog), referrals (LinkedIn), and input (Facebook) to make it a two way conversation. It doesn’t always have to be about the sale, you need to create top of mind awareness and begin forming trust. Follow up communication can be a simple thank you note or a note with a great article about why insurance is important or one on your company. Other ideas include sending a top 5 or top ten tips for (fill in the blank)…..whatever your area is or something that will help the prospect (i.e. Tips for Better Gas Mileage or Top 5 Tips to Protect Business)
Include multiple delivery methods like e-mail, texting, e-newsletters, blogs, and keeping your social media updated and continue to link to new friends, but ALWAYS include personalized cards and newsletters sent through the good old USPS. No matter the age, we all love to get mail. Cross reference and promote all your marketing and communication avenues in everything you do by giving your Facebook page, blog link, website, address, cell phone, and other ways to find you via social media. By communicating with people on a regular basis whom you’ve gone out of your way to find, you’ll close more sales.
Author: Jeanne Frazer heads up marketing speaker author, a group that provides marketing speakers, writers, coaches and mentors with expertise in all facets of marketing across numerous industries for events, seminars and workshops. Frazer is also president of vitalink® a creative + strategic marketing think tank, and strategic partner for Lawyers Marketing Agency. Jeanne may be reached at jeanne@vitalinkweb.com or 919.850.0605.
Great tips-I am currently looking for customers and you just gave great info-thanks
Thanks especially for clarifying which social media to use when:
1. Ask for responses = Blog
2. Ask for referrals = LinkedIn
3. Ask for input = Facebook
This is a great blog post with some good tips. We’ve noticed so many blogs leave out the salesperson. You’ve helped salespeople see how social media can help them.
I would add a couple of points. The first job of a good salesperson is to listen. They need to listen to what people are saying online before they enter the conversation. You should never ask for referrals on LinkedIn until you’ve created a relationship with someone. Otherwise it seems too pushy. As for asking for responses on blogs, that, too needs to be done subtly.
For example. Begin your blog post with a question. If you merely share content as if you know all the answers, people are less likely to interact. And, end your post with a question. Recognize the people out there will have input to share.
If you blog post appears like an article, it’s not interactive.
I absolutely concur with the idea of sending an interesting article or link to people to help create trust. Those articles and links should not be your own. The goal is for people to turn to you as the thought-leader in that industry. Then they will go to your blog, comment, and hopefully take a look a what you have to offer.
Thanks for the input!
Great responses! I’m glad the blog hit home. Joan – I absolutely agree with putting a question out to listen for the response. We’ve also done some web polling that has been very beneficial in understanding our market better.
This is a great blog.The information is very useful