The Ultimate Sales Follow-Up System: How To E-Mail Your Prospects Video Lecture | B2B Sales: Tips and Strategies

Hey, it's Ago here.
And, today, I want to talk about one of the
biggest questions that I get when I do seminars
or trainings or coaching with my clients.
Which is, if you're reaching out to someone
and it takes a little bit longer, how can
you make sure you keep them engaged throughout
the process rather than just sending email
after email saying, "Hey, I'm just checking
in."
Or, "I'm just following up."
So, that's what's coming up.
I'm going to give you five things you can
do to start doing follow up in a better way.
Now, the real trick is, simply put, what you
want to do is you want to follow up with value,
not with sales messaging.
And you want to make it about them, not about
you.
And, there are really, really five core ways
in which to do that.
And some of these are things you've probably
already considered, but there may be a couple
of new ones.
Now, my first, and most used way, and probably
my favorite way, of following up with value,
is to follow up with information.
And, specifically, new ideas and perspectives.
If you've seen the email, or if you've seen
the video, sorry, that I created on what sales
winners do differently, you will know that
one of the biggest things that makes buyers
decide to go for firm A versus firm B is because
they educated with new ideas and perspectives.
And, that's something that you definitely
want to do.
So, in your email sequences, in your outreach,
in your voicemails, in you calls, if you make
them, make sure you that you continually,
every once in a while, bring up a new fact,
a new idea, a new insight.
But, that's not all.
A second great way is once you've given them
information, you can also follow up by helping
them put it into context.
Interpreting what you said.
Because, just you because you know what a
fact is worth, doesn't mean your buyer automatically
knows.
They may not have the same experience, insight,
background, career, or perspective on the
industry that you have.
And, you can help them by painting the picture
of how to interpret that little bit of data
or insight that you've given them.
Now, the third way, and this is something
that a lot people don't really consider, is
rather than provide information, provide access.
Provide access to, specifically, people in
your network.
You are probably a very accomplished professional.
You know other people.
You know other people that maybe, you know,
interesting for your prospect, your buyer,
the people that you're reaching out to on
a continual basis to reach out and to get
in touch with.
Those introductions are tremendously valuable,
tremendously important.
Now, when you make them, always try to find
some common ground between the people you're
introducing.
Maybe they have the same role in a different
industry.
Maybe, hey, they have different roles, but
in the same industry.
Maybe they're faced with similar challenges.
Try to create those networks, and try to put
people in touch with each other very selectively.
That is a huge, huge way to add value to all
of your business relationships.
And, in the end, that will pay off.
A fourth way for you to add value is your
experience.
Just putting your experience at the disposal
of people, and doing so continually, is a
form of adding value.
Maybe that means taking 15 minutes to walk
a client through a problem.
And help them think it over, that, you know,
they, they haven't maybe been able to solve
by themselves.
Maybe it's taking that same experience that
you have, where you've solved a problem for
one client, and doing a little bit of, you
know, a little bit of free work for them,
for another client to help them see how what
you've done for client A could help client
B. Point is, try to, try to think about things
that you've done successfully, from your experience,
and put those at the disposal of the people
that you're talking to on a continual basis.
Great way to add value.
And then, finally, another fantastic way to
provide value is to provide some kind of exclusive
or gated access to information, people, data,
whatever it is.
Make sure that you do this very selectively
and only for your best prospects.
But, just the fact that it's exclusive.
It's small scale.
It's targeted to them.
You're thinking about them sends a very, very
powerful message that you're adding value
to them, to their business, to their career,
and so forth.
Hope this was helpful.
Five ways to quickly add value in your sales
process, in your prospecting process, in your
lead nurturing process, in your email marketing,
whatever it is that you use.
Hope this was useful.
I'll see you on the next video.
Bye.