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This is where a CRM can be very useful (HubSpot and Salesforce are two big ones), as they essentially let sales reps instantly access a prospect’s interaction history with your business during sales conversations. Even if you don’t close the deal right away, you can use follow-ups to ask prospects probing questions like what their buying cycles are like, which of your competitors they’re considering, if any decision-makers are holding up the deal, and so on. It can give you a better understanding of your customersįollow-ups also help you to learn more about customer preferences and behaviors.

If people still don’t respond after a few follow-up attempts, you can take them off the priority list and spend more time on the others.

Sales follow-up emails can also help you differentiate between prospects with a strong chance of conversion, and those where you haven’t got a snowball’s chance in hell. Whether you’re enticing someone to use your products or services for the first time or aiming to increase their spend, a well-timed check-in can make that happen. There’s another 98% on the table, just waiting for you to make your next move. Only 2% of sales are made during the first contact. If you send a carefully-crafted follow up, you have a good chance of bringing them back into the fold. None of these are “cold” prospects-they’ve demonstrated an interest in your business.

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Maybe they started a product trial but didn’t complete it, or they verbally committed to something but never made it official.īusinesses use follow-up emails in a whole variety of ways including reaching out to someone who abandoned their shopping cart (as 88% of online shoppers do!) or a previous customer who’s hit the unsubscribe button. Sending follow-up emails can be a quick and effective way to win back people who have dropped off the radar. What are the benefits of a follow-up email? It helps you re-engage prospects

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