At some time or another all sales reps have fallen victim to using the phrase, “touching base”. For some it has worked, but for most it has been the kiss of death. Even though this phrase can kill a deal, it’s hard to be able to convey your desire to follow up or touch base without actually using those words.
Good thing we came across this article, 3 Sales Follow-up Strategies to Replace “Touching Base”, from Jill Konrath, an internationally recognized sales strategist. The 3 strategies are: Re-emphasize the business value, share ideas and insights and continue to educate. With New Year resolutions in full swing, it’s a good idea to try new things that will help improve your sales.
Re-emphasize the business value: People want to know that they are getting their money’s worth when purchasing a product. Jill’s main point is that, as a sales rep, it is a good idea to reiterate the impact your product can make and how your product can better their company. Here is an example email:
“Pat, in our previous conversation you mentioned how important it was to get going on this soon so you could realize the savings (eliminate redundancies, drive incremental growth) that you need by year end. Let’s set up time to talk so we can get you moving forward.”
Share ideas and insight: Jill points out that companies want someone who is constantly thinking of ways to improve their business. It is important to continue growing and coming up with new products, or plans to improve. Companies like to see that you are willing to grow and change with technology. For example:
“Pat, I’ve been thinking more about how we can help you increase sales (reduce costs, speed up productivity). I thought you might be interested in what we did with XYZ organization when they were dealing with the same challenge. Do you have a few minutes for a quick conversation?”
Continue to educate: Sometimes prospective customers are unsure about whether or not to purchase your product. It’s not a good idea to keep them guessing. If they have questions make sure you allow them to continue searching for more information. Of all the examples that Jill gives, this one is her best:
“Pat, I know it’s a big decision to change from the status quo. That’s why I thought you might be interested in this article (ROI calculator, case study, webinar, eBook) on (relevant topic). Let’s set up a time to talk through your questions.”
Let the customer know that you are truly thinking about their questions and you want to help educate in anyway. What a great idea to send articles, case study or eBooks to help educate them. Don’t forget that you are doing more than just “Touching Base” you are trying to help their company grow.