The Surprising Science of Follow-Up Frequency to Close More Deals – And How to Avoid Annoying Prospects

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!

Koka Sexton

Koka Sexton is a renowned expert in social selling. Some would say Koka Sexton is the reason social selling exists, he would say that social selling existed once buyers went online. A recognized expert in social selling that has produced revenue for B2B companies, Koka continues to make generating new business the focus of social media. Finding creative ways to plan, develop and execute content marketing campaigns that break through the noise and provide value to buyers in excess of what they expect.

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