BigShrimpin

Account executive

Valued Contributor

"Value based followup"

Its all your favorite linkedin navel gazer can talk about.

The "no ask value based followup" e.g. sending some piece of industry news, company collateral, coordinates to the loch ness monster etc vs a standard email followup on whatever the next step/ask was.

Do any of you actually do this? Trying to put myself in the other persons shoes it is a little annoying when a rep follows up with me but also nice as a reminder that if im interested i need to do x. I can't imagine I'd care about receiving a piece of industry news even if its hyperspecific to my problem they're solving AND mentions them but then we're just circling back to getting a case study.

Curious about others experience in using this or being on the receiving end. The concept seems good but in practice I can't tell if this is just linkedin FOTM "cold calling is dead do this" type advice or actually useful.

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Sunbunny31

Politicker

5

Sr Sales Executive 🐰

It makes a difference if you're really providing value.
No value: checking in to see where things stand.
Value: here's an industry report about x that can help in your evaluation. Is your team still meeting on y date to discuss? (add next step).
Better to be bringing something interesting back so you're seen as a thoughtful expert rather than an uninteresting ignorable sales rep, even if you're only using it to remain top of mind or get a response back.

BigShrimpin

Politicker

1

Account executive

My thing with this is at least for my niche there isn't much content like that coming out so either this is going to be usable on 1/50 follow-ups or I'm going to force fit those few things into every followup and we're cycling back to the same thing.

I think your value example is decent I could see using that with a case study follow-up for sure i guess the value is supposed to be that its coming from an impartial source

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

Yeah, I can see the challenge, because we are also tasked with high activity into open opps, and without anything to share, there is not a lot of value to bring.

We do fortunately host excellent webinars, so often those align with project goals for my customers.

But - I am not a fan of fabricating value or reaching out just to reach out. I always have a reason, or I’m not emailing.

BigShrimpin

Politicker

1

Account executive

I think the fabricated part is what gets me, sure I'm sending a value no ask email but its basically me asking without asking.

Filth

Politicker

1

Live Filthy or Die Clean

I mean it's not entirely fabricated if you say your team was talking about one of the pieces the prospect is interested in or you know their HQ is in X and Q4 you are looking to be near X enough to grab a bite and have a sit down or you just lost money betting against your champion's favorite team...I mean it doesn't have to be VALUE ADD in a real take it to the bank way it just needs to hide the open WHEN THE FUCK WILL YOU GIVE ME MONEY? vibes and make it seem organic as can be.

In my honest, biased, and probably flawed opinion.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Solid points.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

IMO it never hurts to send them something which is potentially of value - some piece of industry news or something related to your conversation. Even a Groupon related to something you spoke about while breaking the ice at the beginning.

For example: "It was great speaking with you today and I'll send over a Summary in a bit, but I remembered seeing this <x> and I thought you'd appreciate it. Have a great day!..."

Cheesy, but its an additional touch point and like I said, it doesn't hurt. Keep it VERY brief and to the point. No one is gonna read your novel-length email.

TennisandSales

Politicker

3

Head Of Sales

i think this is one of those things that sounds good but executed poorly.

I find it rare, that I have collateral or industry news that i find that is directly connected to the actual problem we are talking about solving.

If im talking to a group about reducing the cost of providing their employees benefits, i am ONLY going to send them something that is specifically around that issue for a company of their size and having the same issues they are.

if its not THAT specific then im not sending them it. because its not helpful.

So in short, its a great idea, but teams probably get too broad with what content "adds value"

jefe

Arsonist

1

🍁

100% agree with this. Great in theory, but almost never solid in practice.

Gasty

Notable Contributor

1

War Room Community Manager

Yeah, why not? I mean, follow ups are nice and all but always be AB testing. Sharing a piece of information, case study relating to their use case, video showing capability and casually slipping in a question. It can work, it also largely depends on the receiver if they value this info or not. Usually if the ICP is a C-level exec then this would be great, sending these to a manager or a specialist may or may not be the best way. No?

lowhangersalesbanger

Executive

1

Account Executive

It works if you execute right. Whatever you send has to be both valuable and relevent.

RandyLahey

Politicker

0

Account Executive

You need to take your time and actually provide concise value, which is easier said than done. Then loop your next step.

Beans

Big Shot

0

Enterprise Account Executive

If it's a long term account who aren't in buying mode, of course I'm gonna share things that keep the relationship warm without asking for anything in return.
It works.

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