Sales Follow-up Process Template

Our Sales Follow-up Procedure

What is a Sales Follow-up?

A sales follow-up is the process of contacting customers or leads who require further engagement or attention in order to advance the sales process. This may include customers or leads who have expressed interest in our products or services, who have engaged with the company through marketing or sales activities, or who are at a critical stage in the sales process.

To effectively follow up with customers or leads, it is important to identify those who require follow-up, and to review their previous interactions with the company. This information can help to guide the choice of follow-up method, and can provide insights into the customer or lead's interests and needs.

How to Conduct a Follow-up

Here’s the follow-up procedure for sales:

1. Identify the customers or leads that require follow-up, based on their level of interest, their engagement with the company, or their sales stage.
2. Review the customer or lead's previous interactions with the company, including their communication history, their interests and needs, and any relevant notes or details.
3. Choose an appropriate method for follow-up, such as phone, email, or in-person meeting, based on the customer or lead's preferences and the sales stage.
4. Prepare for the follow-up, including gathering any relevant information, materials, or resources, and scheduling the follow-up at a convenient time.
5. Make the follow-up contact, using the prepared script or outline, and listen carefully to the customer or lead's response.
6. Tailor the follow-up conversation to the customer or lead's interests and needs, and provide information, assistance, or solutions as appropriate.
7. Use the follow-up conversation to advance the sales process, such as scheduling a demonstration, setting up a trial, or closing the sale.
8. Record the follow-up conversation and any relevant details in the customer or lead's record, and update the sales stage as appropriate.
9. Follow up with the customer or lead after the initial contact, using any relevant information or insights from the follow-up conversation.

Tips for Follow-ups

Here are some tips for effective sales follow-up:

1. Follow up with leads as soon as possible after initial contact. The longer you wait, the less likely they are to remember you or be interested.
2. Follow up multiple times if necessary, but always be respectful of the lead's time and space.
3. Use the lead's name and tailor the follow-up message to their specific needs and interests.
4. Provide relevant and useful information in your follow-up messages, such as a case study or industry report.
5. Make sure the lead knows what you want from them and how they can move forward with our business.
6. If you realize the lead is not a good fit, be honest and let them know. It's better to be upfront and save everyone's time.
7. Try different methods of communication (think phone, email, LinkedIn, etc.). You can know which medium works best for different prospects.
8. Keep detailed notes on each lead, including all interactions and communication. This will help you to personalize follow-up messages and anticipate objections.