Prospect Follow-up Made Easy and Eliminate Follow-up Failure


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Sales prospects aren’t always ready. Yet I’ve seen statistics that indicate that 50 percent of sales reps don’t follow up after the first call.

Technology exists to help you “set it and forget it.” Using one of these systems, let your messages compel your prospects to call you back to learn more.

Here’s a simple drip-marketing series:

  • 1st Touch: Email an introduction.
  • 2nd Touch: Mail capabilities letter.
  • 3rd Touch: Email link to sign-up form for a free “Tips Sheet.”
  • 5th Touch: Email 1st tip.
  • 5th Touch: Email 2nd tip.
  • 6th Touch: Mail postcard offering a free white paper, downloadable from your website.
  • 7th Touch: Call to request a meeting and/or ask for a referral.

Seven touches, and only one requires a salesperson to follow up.The goal: Attract prospects and customers to buy from you automatically, when they’re ready.

NOTE: In any email marketing campaign, to stay CAN-SPAM compliant, be sure to use a system that tracks opt-outs.

Republished with author's permission from original post.

Dick Wooden
CRM specialist to help you get the answers you need with sales, service, and marketing CRM software. I help mid-sized businesses select, implement and optimize CRM so that it works the way their business needs to work. My firm is focused on client success with remarkable customer experience, effective marketing and profitable sales using CRM strategy and tools.


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