B2B Marketing Blog

close
Written by The Mezzanine Group
on July 06, 2012

How to Win More Sales with Follow-Ups At a recent Jack Daly (http://www.jackdaly.net/) seminar on Smart Selling: Increasing Sales and Margins, there were a number of key takeaways (and if you haven’t heard Jack speak, I highly recommend it), but the one that particularly stuck out was the art of follow-up.

Jack shared his perspective on what you can do to be memorable in your follow-up and why immediate follow-up is so important – prospects are more likely to choose the firm that responded the fastest.

Here are 3 tips from Jack:

  1. Email the minute you leave the meeting – Once you’ve left a meeting with a new prospect, vendor, partner – essentially any new contact – send an immediate follow-up email. If you've met multiple contacts at once, send an individual and personally tailored email to each. The more individualized the better, don't simply plug names into a form message.
  2. Send a personalized card in the mail – Don’t stop at an email. Take a moment to write and mail a personal card. The note should reinforce the sentiment you want to share and include brand signals – e.g. personalized cards, envelopes, a specific type of pen, stamp, etc.
  3. Keep in touch even if there isn’t an immediate business opportunity – In sales and marketing (particularly in B2B) a high-touch, personalized approach is most effective. For prospects and past customers, it’s essential to maintain a relationship even if you aren’t actively discussing potential work. This can be as simple as sending a birthday or anniversary card. The key is to make it personal, something that prospects or past customer wouldn’t expect you to remember.

We live in an increasingly competitive marketplace; the more we can differentiate ourselves the better. In addition to having a well-defined competitive advantage, we should conduct ourselves in a manner that sets us apart.

If you’d like more information on defining your competitive advantage, call us at 416-598-4684 and speak with Lisa Shepherd.

New Call-to-action

You may also like:

The Sleeper Strategy that B2B Companies Often Ignore: Customer Experience

Coming up with a strategy that will differentiate a business-to-business (B2B) company and will give your organization a...

The Best and Easiest Marketing Strategy Framework You'll Ever Use

At this time of year, many companies are thinking about their marketing strategy. Do you have one, is it effective, will...

Should You Outsource Your Marketing or Do It In-House?  [Quiz]

Deciding whether to develop an in-house marketing team or to outsource marketing can be a tough decision, especially for...