Last Updated on October 30, 2020
Earlier this week we discussed the first 4 out of 8 best practices for following up on online sales. Here are 5-8 to help you create world-class follow-up strategies that close more online sales.
5. Have a System
Whatever tool you use… CRM, online calendar or a handwritten to-do list on the back of a napkin… make sure you have a clear, well-thought out system that’s tailored to your online sales process and target market. Then be consistent as to how you use it. And when that prospect calls you back, be sure you can easily find your notes (like what info you’ve already sent them or details or previous conversations) so you can take the sale to the next step.
6. Nurture through Consistency
The key to nurturing an online sales lead is to consistently reach out via phone, email and even snail mail. Studies have shown that it takes multiple impressions before a buyer buys. Create structure in your schedule for regular follow-up by blocking out concentrated time devoted to your follow-up system. Drip email marketing works for a reason, so maybe its time to invest in one. Don’t assume “radio silence” is due to lack of interest as people get busy.
7. Fear Management
Sales calls can be uncomfortable; most of us don’t like rejection. Even if you have thick skin, hearing “no” isn’t fun. One strategy to “just do it” is to carve out a day and time where you are energized to make those calls. Book end your time by scheduling a favorite task or a reward. Over time, it will get easier to manage and schedule regular follow-ups to nurture those prospects. Lead generation gets easier especially when you close those online sales and get referrals via email and phone.
8. Don’t Forget to Ask for Online Sales
Want to know the number 1 reason online sales aren’t closed? It’s because businesses often fail to ask prospect for the sale. Your would-be client got onto your follow-up list because they found your website, perused your content, found something that piqued their interest and then responded on your call to action (like a contact form). If you can solve their problem, ask for the sale. If they have an objection, it’s an invitation to learn more about their problem and how you can help. It’s not about manipulation or arm-twisting. Be open for a candid and honest conversation. Answer their questions and confidently ask for the business.