Walking away from a successful meeting with a prospect is a wonderful feeling – your presentation went great, they were interested in your services, and you addressed all of their questions and concerns. You are confident that they will soon become a valued client.
However, if you still didn’t close a deal by the end of your meeting, there are a number of steps you can take to keep the positive momentum going. We’ll go over seven follow-up strategies for further engaging prospects and hopefully converting them into clients.
Why implement follow-up strategies? Your prospects lead busy lives, and you don’t want to slip through the cracks. You can’t guarantee they will remember to reach back out to you. According to one study, 80% of sales require five follow-up calls. Additionally, if a person is on the fence about doing business with you, following up can be a great way to reassure them of your capabilities and show them that you care.
Seven Simple Follow-Up Strategies
1. Ask them How they Prefer to be Contacted
When the meeting ends, set the precedent that you will be reaching back out by asking them how they prefer to communicate. Some people prefer meeting in person, others like phone calls or texts, and some prefer email. Asking how they prefer to communicate in the future allows you to direct your efforts in the right direction.
This also helps you make sure your follow-up isn’t an unwelcome surprise, but instead lets them know that you plan on continuing the conversation. You don’t have to feel like you are cold-calling all over again.
2. Send a Thank You Email
One of the simplest follow-up messages is sending a thank you email after you meet. This email should briefly recap some important points from your discussion, thank them for their time, and reiterate the services that you can provide to meet their needs.
Make sure you use an enticing subject line for your email so it doesn’t go unopened. One study shows that emails with personalized subject lines are 26% more likely to be opened, so keep it simple and personal. One example:
Subject: [Name], Thank You for Your Time
3. Schedule a Post-Meeting Call
At the end of the meeting, you can keep the conversation going by scheduling another future call. While email communication is a bit slower, phone calls allow for an immediate interaction. If you have lots more information to share, a phone call may be a good alternative rather than overloading them with information via email. You can also be more personable over the phone. It doesn’t hurt to have a set voicemail script in case they don’t answer.
In this call, you can continue the discussion of how your services will help them meet their financial goals.
4. Connect with them on LinkedIn
Connecting with the prospect on LinkedIn is an important, low-effort way to keep in contact after meeting. They will be able to see the content you share online, and you will gain a platform for sending them direct messages. There are a variety of different ways you can utilize LinkedIn to create conversations, but a great way to start is with a simple “Thank you for connecting.”
5. Send them Relevant Content
Take note of any important topics discussed during the course of the meeting, particularly regarding questions or concerns your prospect has. That way, you can follow up by sending informational resources that are relevant to their personal circumstances. Here’s an example:
I know one of your priorities is ensuring you have enough saved for a comfortable retirement. I thought you might be interested in this article that addresses that very subject. I can also help you center your portfolio on investments that are low-risk and geared towards raising income.
This lets the prospect know that you payed close attention to their needs and are there to support them.
6. Establish Their Next Action Steps
Whether you are following up over the phone, email, or another source of messaging, you’ll want to follow up with a clearly defined plan for moving forward. By setting actionable steps for them to follow, they will not get lost on what needs to be done next. For example:
It has been great getting to know you and your financial needs. The next step in the process is to sit down and finalize the paperwork needed to get you on your way to reaching your financial goals. I would love to schedule a meeting next week. From there, our office will handle the creation of your account.
A prospect will feel more comfortable when they know exactly what they can expect from you moving forward.
7. Address Their Lack of Response
It happens. Sometimes people stop responding to you, and seemingly disappear. In this situation, it is important to understand that people only do business when they are ready, no matter how well you presented your services. If they aren’t replying, or are not ready to commit, you can follow-up with a thank you, and give them the option to opt out of receiving any further messages from you.
There’s no need for you to clog your sales funnel with uninterested prospects, and they will remember your respect for their wishes and time.
Finally, remember that securing a prospect as a client can take time. Don’t lose hope, and keep in touch with those warm leads through these seven simple follow-up strategies.
Dunham World-Class Trust & Investment Firm
At Dunham, we work with financial advisors to provide methods that may help your clients meet their investment goals. If you have any questions about how our team can help, get in touch with us today. You can call us (858) 964-0500 or complete an online form on our contact page.