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Best follow-up tactics without pissing-off your prospects?

What is working best for you??

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๐Ÿ˜Ž Sales Skills
0
HarryCaray
Notable Contributor
+14
Regional VP
Instead of just "checking in", lately I've been trying to follow up with some market insight or relevant data that I think they'd be interested in reading about.ย  That way they still keep me at top of mind, but I'm not just bugging them about next steps
rekled
Opinionated
+2
Strategic Account Executive
yeah, this is definitely a great approach. and the content does not even have to be specifically related to something produced / sold by your company.ย 

another tactic i use is to layout out a list of steps that customers go through during a typical software evaluation and ask for them to review/comment. i also provide a statement along the lines of "i know our software is not the right solution for everyone" giving them an out as well. this has been quite successful to keep the conversation moving forward - OR better yet to get an early no.ย  ย 
HarryCaray
Notable Contributor
+14
Regional VP
Great point about the "early no".ย  As we all know, sometimes it's just not the best fit and we don't want to waste our time as much as they don't want to waste theirs.
Savagedoge
Politicker
+7
Account Executive
2 things: Humor and market insights.ย 
Since I sell to salespeople, I also crack a joke about how we're all checking (not) in with people lol. Gets me a response every timeย 
MaoMao
Fire Starter
+2
SDR
I like to make a joke like, "I hope you're ok and not stuck under a rock somewhere! In that case, I'll send help but if not hopefully you're alive and well getting ready to reply to my last email.

MMMGood
Celebrated Contributor
+10
Senior Account Executive
Follow up shouldnโ€™t be unexpected. Establishing agreed-upon โ€œNext Stepsโ€ during every live interaction is critical to keeping the sales motion moving, at any stage, and establishes mutual accountability. Then, follow-up isnโ€™t annoying, itโ€™s expected.ย 
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