Recent studies have found that sales reps with effective follow-up strategies close more deals than reps with no follow-up strategy. Even with the digital explosion, research shows that 91% of the successful sales process still relies on personal contact. That’s why it’s important for sales reps to know how often and when to follow up with prospects.
Follow-up frequency can make or break your chances of success. The trick is to find the sweet spot where you’re staying top-of-mind with your prospects without annoying them.
The Power of Follow-Ups
Studies have found that sales reps who make follow-up calls are five times more likely to close a deal than those who don’t follow up.
Not only that, but when sales reps follow up in an organized, timely fashion, they see a 65% to 335% increase in the likelihood of getting a response from their prospects.
In other words, following up the right way can make a huge difference to your bottom line. So, how often should you follow up?
Finding the Right Follow-Up Frequency
Research shows that most sales reps don’t follow up enough. The average sales rep only follows up 2.5 times during a sales cycle. That’s not nearly enough.
The best practice is to aim for at least 6-8 touch points during most sales cycles. Studies have found that sales reps who reach out 6-8 times are 2 to 3 times more likely to close a deal than those who follow up fewer times.
But, it’s important to note that you must be intentional about your follow-ups. That means mapping out your follow-up plan and sticking to it.
Some Follow-Up Best Practices
In order to avoid annoying your prospects and still maximize your chances of success, here are some best practices to keep in mind:
- Be professional: Make sure your emails, messages and calls humanize your brand and reflect your company’s values.
- Be personal: Personalize your messages to each prospect to make them more relatable.
- Be responsive: Whenever possible, respond promptly to inquiries and requests.
- Be respectful: Respect your prospect’s time by keeping your follow-ups succinct and relevant.
- Be opportunistic: Seize any chance to strengthen the relationship with your customers.
Effective following up is one of the most important skills a sales rep can have. With the right follow-up practices and the right follow-up frequency, you can increase your chances of building strong relationships with your prospects and closing more deals. So take the time to map out your follow-up plan and watch your opportunities increase!