Following up meaning

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The meaning of "following up" in sales is to take action on your initial interactions with a potential customer. Following up meaning can be anything from sending an email, making a phone call or even stopping by someone's office.

When you follow up, the goal is usually to get another appointment, set up a meeting or show that you're still interested in working together after talking once before.

What should be the goal when following up?

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In your mind, you should have a few things clear before you start following up with potential customers:

• Who is your target customer?
• What does this customer want or need?
• How can you fulfill these needs for the customer?

Once you have a good idea of what it is that your target customer wants, it'll be much easier to follow up in a way that will be effective.

Why is following up crucial for any business?

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All businesses should be following up with potential customers because it's one of the most effective ways to make a sale. Research shows that 80% of sales are made after the fifth interaction! That means if you're not following up, you're missing out on much potential business.

Here are a few reasons stating why following up is essentially crucial, and why you should learn following up meaning:

• It's one of the most effective ways to make a sale
• Potential customers are more likely to buy from you if they've had several interactions with you
• Following up shows that you're interested in working together and that you care about your customer's needs

What Is The Best Way To Follow Up?

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Following up has many different meanings depending on what industry you're selling to and how they prefer to interact online/offline. Here are some examples:

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Email follow-up

Your best bet when trying to connect again through email might be simply reaching out via their company website asking for another chance to chat.

Another way to increase the chances they'll read your email is by adding a personal touch and referencing something you talked about during your previous conversation.

If you're following up with someone you met at an event, try sending a follow-up email within 48 hours of meeting them.

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Social media follow-up

A great way to connect with potential customers is to comment on or like their posts as soon as possible after making contact. You can also reach out to them directly through a private message if you feel there's a connection that could lead to a sale.

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Phone call follow-up

Sometimes, it's best to pick up the phone and give them a call. The above is especially true if your company deals directly with the public and you feel a phone call would be most effective.

If someone doesn't answer, don't leave a voicemail. That can actually hurt more than it helps.

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In-person follow up

One of the best ways to connect for many businesses is in person. You might want to see if you could visit their office or meet them at an upcoming event before giving up on making contact.

What Should I Say When Following Up?

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When following up, different things may work depending on what industry you're selling in and to whom:

• "I was thinking about our conversation..." - This puts people at ease because they know where this email/call is going from the very beginning. It also gives them a chance to save face if they're not interested in speaking with you again.
• "I found some information that might be useful for your company..." - This can help get the conversation going by demonstrating that you've researched their business. Even if it's just one stat or piece of advice, this can lead to more sales than using old boring messages about what your company offers.
• "Did I catch you at a bad time?" - If someone seems rushed when talking to them, asking this question will allow them to either reschedule (if possible) or give an honest answer as to whether they want/need something from you now or later.
• "Would it make sense for us to hop on a call?" - This gives the potential customer the opportunity to choose how they want to communicate with you. If they're not interested in talking on the phone, maybe they would be more open to chat over Skype or email. It also helps show that you're serious about working together and willing to make things as convenient for them as possible.
• "I'm just following up to see if you received my proposal/quote yet." - Sometimes it's best just to ask if they've had a chance to look at what you sent. Waiting too long after sending can make it seem like you don't really care about their business.

20 Tactics To Make Sure You Make The Sale

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It's important to note that not all contacts with potential customers should be focused on following up. Sometimes, it can come off as pushy or desperate if you immediately try and set another meeting right after your initial interaction.

The goal of any type of contact is generally to get a second appointment or meeting, but you want to make sure it comes off as genuine and not forced.

That means that the first follow up email/call should be a little bit more casual than your initial contact with them. The best way to ensure success is by mixing following up into your overall lead generation strategy. Here are some tactics that have worked for many and will work for you:

1. Find out how your potential customer likes to be contacted and then do that - Email, phone call, social media or in person? People appreciate it when someone goes out of their way to make the process as easy for them as possible.
2. Follow up early - This can be extremely effective because you'll still have fresh information on your customer's business needs. If there are any upcoming events where they might need what you're offering, try reaching out beforehand instead of after the fact.
3. Do not leave voicemails unless it is an absolute emergency! - A lot has changed since this was first written, but one rule remains the same: if someone doesn't answer, don't leave a voicemail. Instead write an email/call again later with another idea how to reach them.
4. Write subject lines that are clear, concise and relevant - It's best to try being creative but also straightforward at the same time. This way your customers know exactly what you're talking about before they even click or open.
5. Keep things short - No matter how much information you have on your customer, don't write a novel in an email. As long as everything is covered in under two paragraphs it should be fine.
6. Use emojis if needed - These can work well for some companies when trying to convey tone in emails etc... Just make sure not to get too crazy with them! If something doesn't fit right into the next part of your message feel free to attach files like presentations, documents or anything else related.
7. If you feel like the customer is dragging on, don't be afraid to ask for some feedback - It can help if it's something that they're interested in but just need more info on. If not though, at least you'll know once and for all so you can move onto your next prospect.
8. Be sure to always follow up with a phone call- Sometimes emails get lost in the shuffle or end up buried under piles of other important information.
9. Remember: timing is everything! - If someone isn't ready to buy now, there might be another time where they will want what you have. Try reaching out again then instead of constantly pestering them about when they plan on making a purchase.
10. When following up make sure not talk too much about your company - Instead of trying to sell them on why they should buy from you, try asking questions about what their business needs are and how you can help. This will show that not only do you have relevant information but that there is a real person behind all of it.
11. Add value with every single message - Even if the customer isn't ready to commit just yet, always offer something for free or at least a discount in case they're interested down the road. This can help build up your relationship in the meantime.
12. Be patient! - Some will say that this is one of the most important parts about following up. Even if you're ready to buy now, don't pressure someone into buying right away. They might need time to think it over or get approval from other people first.
13. Asking for feedback on follow-ups - If someone isn't responding sometimes asking them what they would like done better next time can be helpful. Not only does it make sure things are headed in a direction where you both want them, but it shows how willing and open-minded you are when trying new ideas out.
14. Write clear, concise, and enticing text - This will help ensure the email is actually opened and read. Something like "A few thoughts on ______" can be constructive if they're not ready to buy yet, but it gives you an open door for future contact.
15. Express your interest in what they do - It's always a good idea when reaching out, even before trying to sell them something, express how interested you are in their company. They may think of this as spam or just another salesperson who isn't genuine, so try making sure that doesn't happen!
16. Following Up Later  - After a few weeks or months, try reaching out to see if they still need what you're offering. That is especially helpful for companies who are looking into something but don't have the budget right away.
17. Offer discounts - This is a great way to get in contact with someone that may not be interested right away. If they are on the fence about making an order, offer them some kind of incentive.

18. Don't sell yourself short - Even if you don't have any discounts or special offers this time around try leaving out pricing information completely instead of undercutting your company.
19. Following Up meaning On Past Sales - Sometimes customers will be interested in buying from you again even after their first time around, so make sure you keep an eye on your past clients and prospects! Try writing personalized notes to them when appropriate that let them know how much you enjoyed working with them the last time and would love another opportunity like it in future.
20. Adding a Human Touch - Try using different tactics like handwritten notes, funny GIFs, or even calling instead of emailing!- Sometimes, all it takes is a natural person reaching out to make them feel special. If they're swamped, try sending something small that can be personalized, like an e-card. Something as simple as this will show that you went the extra mile and are interested in building a lasting relationship with them.

Conclusion

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Following up is an art. Following up meaning has changed over the years, and you can never be sure what lies ahead in the future.

Maybe a new way of following up with people is discovered, or perhaps sales get entirely automated, thus making following up by people like you and me obsolete.

But until that day comes, make sure to try out these 20 tactics and see which ones work best for you!