Picture an account executive (AE) on the phone with a decision-maker (DM). The AE is 'selling' their product and services; trying to get the DM to agree to take action. For many industries, this type of sales conversation generally lasts around 15 minutes before they're asked for a quote or proposal.

It's a tedious process that often results in lost opportunities. That is how basically, we would understand the FUP meaning.

A lot of effort goes into winning new business only for it never to materialize into revenue. The AE wants to talk more, they want to continue 'selling' until the DM has said yes or no, but there's only so much time in a day.

Asking for more than one appointment can result in rejection (it is common practice), or it can appear as if they are insincere about their offer. All of which could lead to loss of opportunity. 

With these challenges, how do you maintain momentum on an account over the long term? The answer lies in maximizing the follow-up (FUP) sequence. So, let us know what does FUP meaning is!

The FUP Sequence refers to the 'sequencing' of follow-up activities through the sales cycle. By maximizing your FUP Sequence, you are increasing the rate at which your opportunities become revenue. There is less risk of losing account momentum when following up with key contacts within an organization.

A good example of this would be a DM asking for information that you need to send in order for them to make a decision. Something might have come up in their business over the last week which has caused them to delay making a decision on your product or services.

The following is an idealized FUP sequence that does not reflect reality but rather serves as an example. Most likely, some steps will overlap with each other and some are more relevant than others depending on the prospect company's buying process:

Step 1

First Contact (Take Action Step) < DM commits to taking action via phone call, email or meeting. Once they've committed to taking action, it's time for step two. FUP meaning is that you need to wait for the commitment from the other side before proceeding to take major action.

Step 2

Follow-Up Call (Ask for Next Action) - The AE calls back within 24 hours and asks if the DM has had a chance to review their proposal. If not, when would be a good time for the AE to check in again? What are some of the things that have come up since they were last on the phone? 

How can they help move this process along based upon what was discussed in their proposal? By asking about the next actions, you are being proactive instead of reactive. It might even be suggested that the DM open up a new email (and CC you on it) which outlines the next steps.

Step 3

Information Exchange (Get On The Same Page)- It's unclear what your product or service can do for the --- information has been given to either party but not shared with the other. If they are unable/unwilling to spend time on this step of the FUP sequence, go back to step two. Repeat this process until both parties have come to an agreement about what is being requested of each other and how that will move things forward. 

This step could include sales collateral, links to articles or white papers, website links, etc., depending upon the nature of your business.

Step 4

Next Action (Take Action Step) - You've gone through enough reasons to know FUP meaning, so now hop on with the prospect and it is time to move on. It's a good idea to send a proactive email saying how much you enjoyed working with them and that you're looking forward to doing future business --- as well as offering up any information they might need in the future. 

This can create loyalty between your company and theirs, as well as open new doors for business down the line. Be sure that your files are organized before moving on from a prospect so that there isn't any confusion about what has been done, who was contacted etc. when you do follow up with them again."

Step 5

Negotiation (Negotiate Step) - If you're not hearing back at all --- call them and say that you just want to make sure everything is okay and don't forget anything in the proposal. Would it be helpful for you to send them any other information? This can act as an icebreaker for when they do decide to respond. 

The negotiation step could also include price adjustments or contract changes that are requested by your prospects. Always try to meet in the middle somewhere with these requests --- but remember that concessions should only be made if it benefits both parties equally; otherwise, this will seem like a capitulation on your part to the prospect.

Step 6

Decision Meeting (Ask for Next Action and Discuss Decision Step) - Here the DM shows interest in moving forward with your offer based upon all of the information you've provided them throughout this FUP sequence.

The decision meeting could include a face-to-face meeting, gathering information on competitors, etc., depending upon the nature of their business and what they need to make a decision on. They ask that you join them on a conference call/meeting where a discussion will ensue about how their organization can best be served by your product or service.

Step 7

Approval (Approve Action Step) - if things are dragging out, ask them what you can do to help, move things along. If they appear stuck or lack direction, offer up some kind of solution which might be able to address their concerns or open doors for you. Be careful not to try too hard though. You could come off as 'annoying' and derail yourself from future opportunities at this company.

Either way, it's time for another follow-up call/email asking about the next steps. Remember that closing is an ongoing process until your contract is signed. It's always better to be proactive than reactive when trying to get your contract signed.

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Are You Making These Mistakes With Your Follow-up Emails?

In today's busy world, marketing your business takes a lot of time and effort. And for those who are new to the game, all this is made more complicated by lack of experience when it comes to building relationships with their audience.

But even with any level of expertise, there are mistakes that you can make when it comes to marketing your product or service online.

‍Today we'll be looking at seven common mistakes made in follow-up emails and how you can avoid them! ‍

These mistakes would make you understand about FUP meaning and how to wisely use them.

1.  Don't assume they saw your last email.

A common mistake when sending follow-ups is assuming that the person has seen what you sent previously. This is usually seen as an error because, as people tend to delete or archive emails that they know they'll read later, you should make it clear what your email contains and why the receiver should take notice.

2.  Perseverance isn't always respected or appreciated.

Another common mistake is sending too many follow-ups, which can lead to a person perceiving your emails as spam. While marketing your products or services by emailing your list may seem like an easy way to keep in regular contact with them without much effort, this tactic is best used with moderation.

Sending fewer emails containing relevant information will be worth more than inundating your potential customers' inboxes with irrelevant messages. 

3.  Don't be redundant.

While there's nothing wrong with replying to previous emails, you should make sure that each message has something new to offer the reader. You certainly don't want your email to seem like a copy-paste job or be perceived as spam!

4.  Don't write a novel.

Long-winded messages are usually ignored by readers, so try to keep your messages concise and clear while still providing your contact with enough information about what you have for them. This will ensure that your email doesn't get deleted without being read. 

5.  Don't forget about the Call To Action.

Always include some way for the recipient to reply or take action, whether it's through social media, an accompanying link, or even just an invitation for them to follow you on Twitter.

6. Don't just follow up once.

While it's important to send your contacts useful and relevant information, you don't want to come across as spammy by sending too many emails. Therefore, try not to send more than one or two follow-ups over the course of a couple of months at most. 

7.  Don't forget to say Goodbye.

Be sure to thank readers for taking the time out to read your email and check out what you have for them! Simple phrases such as "Thank You" and "Best Regards" can help show appreciation before you sign off. 

It's also good practice to include a signature with your name and contact details so that correspondents can easily get in touch with you again if they wish.

Wrapping Up

As we've seen, there are a few mistakes that can be made when sending follow-up emails and some of these errors could even lead to the loss of potential customers and clients. Being aware of how best to communicate with your audience is paramount to success online, so it's always good to be mindful of ways to avoid falling into the trap of making common mistakes!