Nothing happens without the follow-up. Whether you’re speaking with a prospect, client, or coworker, following up is essential in moving toward your desired outcome. Here we take a look at the many triggers that warrant following up with a prospect.

Digital Content Download

A simple email outreach or placement into a nurturing email workflow will help guide those that download your content further through the funnel. If the content they download happens to be a case study, they are clearly interested in your product, which may warrant a phone call.

Email Clicks And Opens

A phone call to prospects that click on your email will help identify their interest level and open up direct communications. For email campaigns aimed at the top of the funnel prospects, placement in an email workflow to receive additional content may work best.

Social Media Engagement

If a prospect likes one of your social posts, try to connect with them on that platform. If they comment, like, and reply to the comment, send them a connection request with a personalized invite message. This will bring them into your network and get the conversation started.

Contact Us Form

If a prospect is showing enough interest where they’re requesting you to reach out to them, it is a must you follow up. Generally, an email can get the ball rolling, and then once their intentions are made clear, you can follow up with them using their preferred means.

Discovery Or Sales Call

After completing a sales call, a recap email detailing the meeting notes, providing any promised materials and guidance on next steps will ensure sales opportunities don’t slip through the cracks. If there is no additional communication within a few days, send another follow-up email.

Statement Of Work Or Contract

If a lead has made it as far as agreeing to look over a contract and the sale is about to be made, the importance of following up becomes that much greater. While you want to give them time to review and discuss the contract with their team, if a few days go by, you should email them to ask if they have any questions.

New Client

Nurturing your current customers is one of the best ways to drive sales without the cost of discovering and marketing to new prospects. This can come in the form of email workflows with the occasional live touch. Ensuring their satisfaction and continuing to build the relationship can lead to more sales from them as well as referrals.

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