План
1. Как НЕ нужно возвращать лиды в воронку
2. Формула follow-up: как достучаться, а не достать?
3. Немного фактов: почему клиенты пропадают?
4. Секретный ингредиент: без чего не сваришь хороший follow-up?
5. Как использовать триггеры и где их искать?
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
Sending always
3-5-7-10-14-21-30...
Subject can be the same first. Change later
Provide additional value
Use CTA
Track openings
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!
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
Sample
Hi 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 samples
Hi 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 ingredient
Always 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 if we set up a meeting during this conference?
TriggersDates 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?
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