4 Reasons to Use Follow-Up Emails in Sales Conversations
Posted: Thu Dec 26, 2024 8:35 am
We all like to think our memory is a lot better than it actually is. After all, how many times have you told yourself to remember to grab dinner on the way home only to speed through the grocery store, blissfully unaware of the empty fridge waiting for you at home? Yikes.
Luckily, dinner isn't (usually) as interesting as closing the sale. If you forget to stop by the store, you can always turn around and pick it up. But if you forget a key part of a sales conversation and try to fill in the blank, the prospect might not be so forgiving. Or if you and the prospect remember parts of the conversation differently, that could also lead to a lost sale.
Let's look at four reasons why you should send a follow-up email ("Recap") after every conversation with your prospect.
01. Thank them for their time
We've mentioned more than once that the secret to a successful sales strategy is relationship building, so it should come as no surprise that one of the top reasons to send a "Recap" is to further develop your relationship with a prospect. Make sure they know you care about more than just their money.
Thanking a potential client for their list of telegram users in oman time is polite and will help you stand out from other organizations that choose to only ask for a follow-up meeting via email .
02. Summarize the conversation
Now comes the meat of the email: the actual conversation. How you take notes is up to you – for example, our sales team prefers to keep the conversation going and jot down key points immediately afterward.
In any case, your email should clearly recap the conversation you just had. This way, the prospect will have the opportunity to confirm or clarify your notes, as well as add any other ideas that may have been missed during the call.
Plus, it gives you paper proof so that both you and the potential client are held accountable in case something goes wrong.
03. Reiterate the benefits of working with your company
Depending on where your prospect is in the funnel, you may want to consider reiterating your company’s value in the email. Don’t include anything too long-winded or promotional — basically, avoid saying anything that will make the prospect roll their eyes and think twice about doing business with you.
Instead, you should be clear about how your company can specifically solve the prospect's problems. This short paragraph will be a great reminder to potential customers who may be talking to multiple competitors of your company and not just you.
04. Confirm next steps
The email should end with a clearly defined next step, even if it's just confirming your intention to send a follow-up email in a week. The prospect should also know what's expected of them, whether it's to review the data you asked for or to think a little more about your program.
This way, when you follow up, they've had a chance to prepare, gather questions, and continue the conversation.
Conclusion
Sales isn't always an art and science; first and foremost, it's a strategy that revolves around genuinely helping others, not meeting a quota. Prospects have problems, and you know you can solve them, but you can only do that if they share their needs and challenges with you.
Luckily, dinner isn't (usually) as interesting as closing the sale. If you forget to stop by the store, you can always turn around and pick it up. But if you forget a key part of a sales conversation and try to fill in the blank, the prospect might not be so forgiving. Or if you and the prospect remember parts of the conversation differently, that could also lead to a lost sale.
Let's look at four reasons why you should send a follow-up email ("Recap") after every conversation with your prospect.
01. Thank them for their time
We've mentioned more than once that the secret to a successful sales strategy is relationship building, so it should come as no surprise that one of the top reasons to send a "Recap" is to further develop your relationship with a prospect. Make sure they know you care about more than just their money.
Thanking a potential client for their list of telegram users in oman time is polite and will help you stand out from other organizations that choose to only ask for a follow-up meeting via email .
02. Summarize the conversation
Now comes the meat of the email: the actual conversation. How you take notes is up to you – for example, our sales team prefers to keep the conversation going and jot down key points immediately afterward.
In any case, your email should clearly recap the conversation you just had. This way, the prospect will have the opportunity to confirm or clarify your notes, as well as add any other ideas that may have been missed during the call.
Plus, it gives you paper proof so that both you and the potential client are held accountable in case something goes wrong.
03. Reiterate the benefits of working with your company
Depending on where your prospect is in the funnel, you may want to consider reiterating your company’s value in the email. Don’t include anything too long-winded or promotional — basically, avoid saying anything that will make the prospect roll their eyes and think twice about doing business with you.
Instead, you should be clear about how your company can specifically solve the prospect's problems. This short paragraph will be a great reminder to potential customers who may be talking to multiple competitors of your company and not just you.
04. Confirm next steps
The email should end with a clearly defined next step, even if it's just confirming your intention to send a follow-up email in a week. The prospect should also know what's expected of them, whether it's to review the data you asked for or to think a little more about your program.
This way, when you follow up, they've had a chance to prepare, gather questions, and continue the conversation.
Conclusion
Sales isn't always an art and science; first and foremost, it's a strategy that revolves around genuinely helping others, not meeting a quota. Prospects have problems, and you know you can solve them, but you can only do that if they share their needs and challenges with you.