Follow up after no response to 2-3 emails -> ask if you did something wrong
Asking a prospect or client if you did something wrong is about reminding them that there's another human being sitting on the other side of the screen. With feelings. You most likely haven't made any mistakes but acknowledging you may have can get a prospect to finally respond because they don't want you to feel bad.❶ I haven't heard back from you in a while. Wondering - did I do something wrong?
❷ Last time we spoke, we talked about creating different versions of your sales page to visitors from different sources (eg Facebook ads versus Google search). You really liked the examples of what we did for Romvn.
❸ If I skipped a beat, like not answer an important question for you, let me know so I can fix that asap.
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❷ Remind them about the previous conversations you two had about the value they would get out of using your product or service.
❸ Even if you did nothing wrong per se, offer to fix any mistake you may have made. This appeals to your prospect's human and emotional side and encourages them reply to reassure you.
Follow up with a prospect if they haven't replied to 3-4 emails: 1-click options
❶ Any word from the partners?
❷ I know you're super busy so would you mind just giving me a click below so I know where you stand?
[link] 3. What's the next step? [/link]
[link] 2. We're not ready yet - remind us in a few months [/link]
[link] 1. We're not in the market anymore - thank you [/link]
Thanks for clicking, this helps a lot.
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❷ Decision-makers often don't reply because they're too busy to type out a message. They may have also decided not to buy and want to avoid upsetting you. When you provide them with 3 options to click instead, this makes it slightly less personal for them and requires far less work.
Use an email tracking tool like Yesware to track which link your prospect clicks on and link each response to a "I received your response - thank you!" page.
Follow up 4+ weeks later: ask for permission to put the project on hold
❶ Haven't heard back from you.
Can I put it on hold for now?
Signoff
Follow up 1-3 months later: provide value relevant to recent company change
Hey Prospect,
❶ Since we last chatted about getting press coverage for Wordlist, I noticed you're expanding into the Latin American market.
❷ Find attached a list of top 10 Latin American publications with lifestyle sections that would help you reach your target audience of affluent shoppers.
❷ Globitiques - detects inactive users, automatically send renegagement sequence
According to our data, 70%+ of users forget about your app within 30 days. You can consider sending a 1-2 email reengagement sequence to users who haven't logged on in 3+ weeks.
❸ Would there be a good time to explore in depth strategies to boost your app engagement?
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❷ Show 1-2 ways other customers have used your product that would also benefit the prospect, to give them some ideas and to show them what’s possible.
❸ Gently ask if they would be open to a call, framed in terms of you wanting to provide them with more insights.
Follow up after a discovery call to move the sale forward
❶ Great chatting! Thought I'd write out a few of the main talking points from our call so you can easily reference it.
- ❷We automatically track all visitor and user actions (clicked on a call to action, read a text block [clicked their cursor on it]). This means if you decide an action is important later on, you can access all the historic data on it.
- No dev work / coding required - define important actions by clicking on parts of your page in the visualizer. Or by clicking on a tracked action shown in a specific user's profile.
- Create funnels to see how visitors are moving and converting across your site. Example funnel: referral source Google -> landing page (sales page) -> [defined event] clicked on testimonials section -> [defined event] watched a video -> [defined event] Clicked on the buy button in the topbar
❸ Based on which actions and funnels you mentioned you were most interested in, I can set up a custom walkthrough for your team that focuses on how to leverage what your visitors and users are already doing to hit growth goals. This typically turns into a brainstorm session that sparks quite a new ideas.
You can 1-click a time that works for your team here: [link]
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❷ In your discovery call with prospects, ask questions to learn more about their specific pain points and goals. Then in this follow up email, you can focus on which of your product features address those pain points.
❸ Ask your prospect to take the next step, mentioning the value they'll be getting out of it.
Follow up to push the sale forward after a demo
Great going over Connect with you!
❶ Here's a summary of the key points we covered about growing your GMV.
❷Deliver highly relevant promos to boost sales
Customer viewed pages related to these product categories X times?
Customer purchased these products in the past?
These interests are auto-tagged in their profiles.
When sending email campaigns, dynamically feature different products to customers based on their interests or send different versions of these campaigns based on their interests = much more likely to buy.
Motivate customers who show buying signals to purchase
Based on what actions (page views, campaign interactions, etc.) your customers took before purchasing, Connect automatically defines these patterns as buying signals.
This lets you send highly targeted messages or promos to customers who show buying signals but haven’t purchased yet.
❸Next steps
The next steps would be starting your marketing team on a trial so they can explore Connect.
Based the goals and workflows you already described, I can set up custom onboarding tooltips so everyone can discover features that would be useful for their work right away.
Can you provide me their email addresses so I can send them the invite links to your trial account?
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❷ Go over the most differentiating features you reviewed in the demo, providing examples of how they would help the prospect achieve their goals.
❸ Clearly describe the next step and provide a value add if possible as further incentive for the prospect to take it.
Follow up after meeting at an event or trade show
This type of follow up is ideal for earning the trust of a new prospect.Hey Sales Prospect,
Great connecting!
❶ Here's the email tracker I was talking about: Yesware.
It shows you if the other person has opened your email and clicked on its links (if any were included).
❷ Btw I saw you're breaking into the Latin American market - congrats! We've helped a few clients expand there - find attached a playbook of key cultural, payment and marketing learnings.
Let me know if you have any questions!
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❷ Review the propsect's website, social media and online presences to see what upcoming changes their company may be making or what needs they may have related to your product or service. Based on this, offer a valuable resource and show you're open to answering any of their questions to keep the conversation going.
Follow up after meeting someone to provide value and build a relationship
If your prospect has a strong personal like for something, revealed to you in conversation or on social media, you can provide them a relevant valuable suggestion to continue the conversation.Hey Sales Prospect,
❶ You mentioned you love trying new foods. Saw this group organizing food tours around New York. Here's one where they take you to a few ethnic restaurants: Original Multicultural Bar Hopping Tour
Sounds like your taste buds will be pleased!
❷ How's the project coming along btw?
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❷ Based on details they mentioned in your previous conversation with them, ask a question that gets them talking about a need or project related to your product or service.
Follow up with many prospects at once: invite to live chat or webinar
❶Wondering - do you find yourself asking:
- How exactly can I find all the decision makers that would have to approve this purchase?
- I think I left a bad impression on a prospect - what can I do to recover?
- How do I stay on a prospect's radar without resorting to check-in emails and annoying them?
Don't worry, you're definitely not alone.
Just that there seem to be very few resources out there that do deep dives into these specific sales scenarios.
❷ I really want to be that resource for you so I'm hosting a live hangouts. :)
You'll get to ask all of your pressing sales questions and hear the experiences of other people from the sales industry.
❸Join me live on Thursday, July 8 at 2PM EST:
Save the date to your calendar
❹Saving the date means you'll get notified a few hours before the event.
It's super helpful and takes just 1-click:
Save the date
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❷ Set up your reason for hosting a webinar as you wanting to help them.
❸ Invite the prospect your webinar, stating the date and time.
❹ Gently remind them why it's helpful to save the date and provide the webinar link again.
Follow up after leaving a voicemail
❶I missed you earlier and left a voicemail. ❷ I saw you're raising your next round soon and wanted to share a few tips about how you can present your data to really impress investors.
❸ I'll try again on Tuesday (Nov 11) but feel free to reach out before then at 415-888-8888.
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❷ Mention you want to share a timely interesting insight with them (related to your product or service). This makes them interested to pick up your call.
❸ Specify the time and date you'll call next so they expect it. Also make it easy for them to call you back earlier if they want.
Follow up to price objection without offering discounts
❶ Completely understand, you want to make sure your company gets the best value. I would do the same. :)
❷ Let's see if we can find a creative way to make this work.
What if we upgraded your account to allow 8 crawls at once (usually only offered in the Pro+ tier)?
This means your team can get more of the data they need, in far less time.
While Crawlr is self-serve, we can also set up your initial crawler and a template to organize all the pulled data points based on which ones would be most valuable for Viser.
This is a really good way to see what's possible.
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❷ Offer a creative solution that increases the value they receive. Don't offer any discounts at this point, it degrades the perceived value of your product.
