Follow up

Как достучаться?

О чем поговорим?

1. Как НЕ нужно возвращать лиды в воронку

2. Формула follow-up: дятел или не дятел?

3. Немного фактов: почему клиенты пропадают?

4. Без чего не сваришь хороший follow-up?

5. Как использовать триггеры и где их искать?

Recently...

Recently...

Recently...

How not to follow up?● Just checking

● What’s new on your side?

● Talking about our great company only :)

● No follow-up at all

● I thought you’re solid and serious, but you’re not

responding now!

Basics● You should send follow ups. It’s a must!

● 3-5-7-10-14-21-30...

● Subject can be the same first. Change later

● Provide additional value

● Use CTA

● Track openings

Follow up content● Articles

● Other events

● Surveys

● 1-2-3 answer options

● Video

● Use triggers

Why customer becomes unresponsive?● Busy with other activities (project is not always top priority)● Buyers try to decide as late as possible● Overloaded by notifications● Unexpected issues/emergency● Talking to someone else● Your CTA is not clear

NB! Don’t take it personal!

Another follow up

Sample

Hi John,

How are you?

I’ve invited you to our presentation on latest WP loading issues,

did you have a chance to look at it?

Thanks,

Anastacia

SampleHi Andy,

I know ABC just launched new app for your ERP system. I thought you might be

interested in this article about ERP users involvement metrics (link).

Did you get a chance to check if (our last CTA) is interesting for you?

Thanks,

Anastacia

More samplesHi Mary,

How are you?

I just found a study that explains another service, similar to ABC, that provides delivery by bicycles!

Does it look somewhat similar to what you had in mind?

Secret ingredientAlways use CTA!

● What is the best way for me to get 15 minutes on your calendar?

● What if we have call to check how this study can impact your project’s scope?

● Do you think such a feature described in the article might be interesting for

your target audience?

● What about a meeting next Tuesday with the prototype demonstration - would

you mind joining?

Closing file?

Triggers

● Dates or events customer mentioned

● Anniversaries/birthdays

● Awards winning

● Company’s staff changes (especially CTO/CIOs move)

● Attending conferences, exhibitions

● New relevant case study

Спасибо! Вопросы?

anastacia@conformato.com

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