What is Follow-Up and How to Approach Leads at the Right Time

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Fernanda Andreazzi
/ Lead Generation / What is Follow-Up and How to Approach Leads at the Right Time
Summary [ Hide ]

1 What is Sales Follow-up?
2 Why is it Important to Follow-Up?
3 When to Follow-Up?
4 How to Follow-Up?
5 7 Tips from Sales Experts for the Ideal Follow-up
6 Conclusion
The follow-up of the commercial proposal is one of the most decisive phases in closing a negotiation.

It is what guarantees the sense of urgency, the afghanistan number dataset of interest, the closing time and the connection between the seller and the potential consumer.

It is the follow-up that keeps the offer active and does not let the negotiation cool down.

And, if it’s so important in the sales process, you’ll want to do your best, as well as train your team, right?

So, this content was developed for you: we will explain what this technique is, the importance of following up with leads after conversion or after each advance in the purchasing journey and the best techniques and channels used for follow-up.

What is Sales Follow-up?
What is sales follow-up?
Sales follow-up means following up on a contact.

This contact could be a first presentation, a commercial proposal, a quote, a negotiation meeting…

But follow-up should not be done simply as an insistence on the subject.

It is necessary to design, within the sales process, a cadence of frequency, format and type of approach.

Why is it Important to Follow-Up?
Why is it important to follow up?
Monitoring the proposal is as important, if not more important, than presenting it.

Follow-up works to strengthen relationships, show availability, answer questions and encourage the closing of the purchase or contract.

Often, the consumer does not prioritize the return of the proposal, or has doubts about it, or even sales objections that need to be resolved in order to close the deal.

Furthermore, you may also receive proposals from competitors who, with a more aligned sales process than yours, may be able to get ahead.

This is when follow-up comes into play, to offer, at the right time, what the opportunity needs to finally convert.

And, even after the sale, follow-up is important to encourage customer loyalty, generate new opportunities and maintain a close relationship.

When to Follow-Up?
When to follow up?
As we mentioned, there are several situations within the commercial process that require closer monitoring by the sales team.

We highlight here the opportunities for follow-up:

After Generating a New Qualified Lead
When a lead is identified as a qualified lead, it means that it is ready for a commercial approach.