![]() “Things won are done joy’s soul lies in the doing.” Keeping on top of your chasers can be overwhelming, but the rewards are pretty great if you do it right. If you are visiting their city, you could ask for a restaurant recommendation, or if you live in the same city, a quick comment on a local event shows you’re human and will likely inspire a response. Mention something they’ve previously spoken about, or do some research and find some relevant information to tactfully place in the email. Your follow-ups should be just as personalized as your initial outreach. Remember to be personable, conversational, and authentic in your chasers. As you start to send more follow-ups to non-responsive prospects, the more important it is to space them out – you don’t want to come across as too keen and become an annoyance. This is respectful of their time, but still soon enough after the initial email that they’ll remember it. Timing is everything, so a general rule is to send the first follow-up email four to six days after the initial one. Decide how many chasers you want to send, and plan what you want to say for each. Remember, when sending chasers … “Strong reasons make strong actions”īefore you start reaching out, establish a clear process for your follow-ups. It also makes you appear more human, which is bound to increase the chances of a reply. As long as you’re polite and genuine, it’s more likely to help rather than hinder. Accepting that you’re not your prospects’ top priority is all part of the sales game, but being passionate, authentic, and committed goes a long way.ĭon’t be afraid to vocalize your feelings if you think a partnership between your business could be the next Romeo and Juliet (without the gruesome ending, obvs). ![]() Sometimes, you can sing and dance your heart out, and you just won’t get the part. “Once more unto the breach, dear friends, once more.” As we’ve seen, chasers really are a crucial part of the prospecting process. If they want to engage, this is their last chance. Bid farewell to your prospects by letting them know you’d love to speak with them, but you don’t want to become a pain so this is the last email you’ll send. The finisher: “Parting is such sweet sorrow”. ![]() Ask them for a referral to a more relevant person, in case that’s the reason for the radio silence. Act III: The referralĪnother follow-up: Forward the previous email chain, and reaffirm why they should want to speak with you. Make sure to include your first message in the email chain. Act II: The nudgeĪ polite reminder: Include a simple follow-up message, reminding them of the benefits. Your initial cold outreach: If you’ve been following our advice, it’ll be brief, conversational, and relevant to the recipient. Here’s the ideal sequence, in four acts: Act I: The intro Each contact point needs to offer something different. Sopro’s 2023 State of Prospecting report found that an initial email, followed by three chasers is the sweet spot between being persistent and being a plain pest.īut it’s not a case of sending the same email four times. “The course of true love never did run smooth.” So how do you chase a prospect, without being annoying? It’s a fine line to walk, and if you’ve ever been prospected to in the wrong way (multiple emails, in one day, persistent phonecalls and needy voicemails – everything shy of a quill-and-ink sonnet) then you’ll know what we’re talking about. Did you know 80% of prospects only say “yes” after the fifth follow-up email? And with 70% of unanswered emails never getting a chaser, we cry havoc thinking about all the opportunities that’ve been lost because there wasn’t a follow-up plan in place. “Wherefore art thou Romeo?” Well, he didn’t follow up his email, and now Juliet’s off enjoying a less tragic romance with the competition.įollow-ups are a crucial part of the prospecting process, and you’re killing your lead rate if you bring down the curtain after just one email. Should you chase a prospect who hasn’t responded? So friends, Romans, countrymen … lend me your ears as I tell you why follow-ups are where the magic happens, and how to reach the sweet spot between being persistent and being a pest. “A lead, a lead, my kingdom for a lead!” If you’re finding your prospecting efforts aren’t paying off, it might be time to review your follow-up activity.Ĭhasers are actually a crucial part of the prospecting process, but it’s hard to know how to play it.
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