TOUCH PLANS AND FOLLOW UP
Its very rare that a prospect responds to outreach on the first attempt, therefore you have to continually followup. Without a plan it is hard to measure the effectiveness of your actions.
A touch plan provides:
- The structure of how to reach to inbound and outbound leads
- When is the right time to reach out to the leads
- How many times to reach out to the leads
- The right messaging and messaging types
48% of sales people never follow up with a prospect
25% of sales people make a 2nd contact and stop
12% of sales people make 3 contacts and stop
only 10% of sales people make more than 3 contacts
2% of sales are made on 1st contact
3% of sales are made on 2nd contact
5% of sales are made on 3rd contact
10% of sales are made on 4th contact
80% sales are made on 5th to 12th contact
- Day 1 : Call 1, Mail 1, Linkedin connect
- Day 2: Call 2, Linkdin IM 1
- Day 3: Call 3, Email 2
- Day 4: Call 4, Linkedin IM 2
- Day 5: Call 5, Email 3
- Day 6: Call 6, Email 4
- Day 7: Call 7, Linkedin IM 3
- Day 8: Call 8, Email 5
- Day 9: Call 9, Linkedin IM 4
- Day 10: Call 10, Email 6
Reach out to 3 contacts per lead and 20 touches in first 10 days
- Many reps were giving up too early
- 50% reps walk away at 5-6 touches, which costs them 40% of their potential opportunities
- It takes 10-20 touches before an opportunity is opened
- You can gain 2 more logos per year by increasing your touches
- Research the company and decision maker: Understand the companies needs and decision makers role in the buying process
- Prepare a script: Have a clear and concise script that highlights the key benefits of your product or service
- Use a professional tone: Speak clearly and confidently, and avoid using too many jargon or slang.
- Listen actively: Pay attention to the prospects responses and adjust your pitch accordingly.
- Qualify leads: Determine if the prospect is a good fit for your product or service before investing too much time in the call
- Follow-up: Send an email or leave a voicemail/ IM after the call to keep the conversation going and schedule a next step
- Be persistent but respectful: Follow up with the leads, but also respect if someone is not interested and move on to next contact
- Keep track of your call: Use a CRM/ spreadsheet to keep track of your calls you made and results.
- One platform from the get-go, add modules as you grow
- Quick Deployment
- Cloud ERP that enables work from anywhere, access from browses and mobile app
- Pre-configured systems and industry specific capabilities.
- Facilitates the diversification of revenue streams
- Seamlessly manages growth across multiple business models, channels, countries and languages, with a single source of truth on one platform
- Full visibility so you don’t run into problems later down the line
- A proven track record, trusted and stable