How can you modify your follow-up process for clients in the education sector?

Nailing your follow-up experience is critical to hit targets and achieve KPIs. We all had that one guy who was like ''Call me on Thursday at 11:33am, I'll have 2-minutes for you'' If you did that call on time, you probably had a good demo or another closed won deal in your CRM. By showing an understanding of why they are considering buying your service or product, you make them feel that you are there to guide them to the right direction. ''I know this would be good for you, as you won't have to deal again with a,b,c'' It's critical as well to do this on the right time. Don't be pushy, always ask when you can get in touch regarding their decision and set that task on the CRM. ( you'll most probably forget, and deal will go cold )

How I would modify the follow-up process for clients in the education sector, I build on jotting down complaints, suggestions, and requirements by adding specific strategies tailored to the needs of educational institutions. This has helped me over the years.

Es una gran pregunta, para mi en estos momentos es un proceso nuevo que debo integrar en mi labor como ejecutiva comercial. Es importante estar al día con las temporadas de vacaciones e inicio de actividades escolares. Luego de allí dar inicio a un cronograma de visitas donde se puedan atender todas las dudas y requerimientos del cliente.

Personalisation is quality > quantity. I'd never reply to an automated, sequence / cadence email. Reason for that? I need unique attention - and every buyer does. Full names, locations, previous high schools - shows you have done your research, but is that enough? If I'm going to reply to an email I need to see: 1. Value ( why they are worth my time ) 2. Problem + Solution ( how can they help, fix what ) 3. Why me? Point 1 and 2 can be done through sequences, spread awareness, waiting for the golden nugget to be found. Pay attention to point 3 - personalisation is not always a sentence on an email. Hit the phone and be like ''James, just wanted to let you know I'm sending you a second email, looking forward to hearing from you''

Every prospect is different, and a good salesperson should adapt to any situation. You may notice some clients are not so tech-savy. Don't send that proposal on Dock.us, instead make every point clear over an email. If a client wants you to call on a Wednesday at 11:33am - you call at that day and time. Some other leads might be a bit more technologically advanced as they seem, so make sure you are on that level too. Share a portfolio like behance, instead of that drive or use PandaDoc for them to sign, instead of a handcrafted google doc. Give them the upper hand, make them feel worthy and go with their workflow - anything that works best for them, works for you.

Intent / buying signals is a recent game changer. This data are so valuable if you know how to use them properly. Make sure to segment your proposal in parts e.g using dock.us If a lead is constantly looking at the proposal or opened that email a few times; that is a good sign right? This is the best way to optimise your FU steps, on each prospect individually. Monitoring open rates and making variations of your messages can help you make your communications as effective as possible. Use the data in your favour for message / call openings, negotiations or optimising your FU experience to convert better.