Quelles sont les stratégies de suivi efficaces pour garder les prospects engagés et réactifs?

If you're trying to sell to a large enterprise company, try to find recent quotes from their CEO and leadership team that highlight what they're focusing on in the next year. These quotes will help you better understand the company's needs and priorities.

When trying to persuade someone, it's important to understand what motivates them emotionally. Think about their fears and aspirations that could influence their decision-making. By tapping into the emotional aspect, you can create a more compelling follow-up that resonates deeper. Use empathy and storytelling techniques to connect with them and make your solution more relatable.

1. In order for sales to uncover the prospects needs and pains they need a list of FAQS with "answers" to prepare for an intelligent conversation to uncover a prospects specific issues and problems. 2. Sales needs to confirm and get agreement with the prospects on their problems and communicate to them how their solution can solve the problems, by using the FAQ with "answers" so the conversation flows to the next step and allows for asking qualifying questions (timeline etc.) before sending FU content or scheduling the next meeting, ppt, demo etc.

The problem is too many emails with too many docs and links. Most of the files are a pain for the prospects to open & often rename since the vendor uses internal names for their files like "LR_state-of-b2b-asset" and later say who and WTF is that? Marketing needs to learn how to name files for later use by the prospect not themselves.

Reaching out to your prospects at the right time and in the proper context can significantly impact the success of your communication. Data analytics can determine when your prospects are most active or receptive. Additionally, align your follow-up with external events, such as industry news or company milestones, that could make your message more relevant and timely.

Address problems before they come up by offering solutions or guarantees. This builds trust and makes it easier for prospects to take the next step, improving your follow-up success.

When following up with prospects, leverage the principle of reciprocity by offering small and unexpected gestures of kindness. These can be anything from providing exclusive access to a webinar or a relevant e-book. The aim is to give first and create a sense of obligation that will encourage prospects to engage with you more willingly.

To inspire your prospect to take action, it's essential to create a vivid picture of how their life or business would improve with your solution. This will help them imagine the benefits and decide to act more easily.

Rather than simply asking for feedback and next steps, consider using "reverse selling" by inviting the prospect to outline what they envision as the ideal solution or next steps. This approach empowers them and encourages them to engage more in the process. Additionally, it provides valuable insights into their priorities and decision-making criteria, which you can then use to tailor your follow-up accordingly.

Use behavioral triggers based on prospects' actions or inactions to initiate specific types of follow-up. For example, if a prospect downloads a whitepaper but doesn't schedule a call, trigger a follow-up email offering a deeper dive into the topic. This approach is automated but highly personalized, keeping the prospect engaged without manual tracking. It fills the gap between your planned cadence and real-time prospect behavior, making your follow-up more dynamic and responsive.

I agree about adding value by personalizing each touchpoint and using a multichannel approach. And yes, the more discovery done upfront, the better. I would add that a follow up process should include adaptability paired with consistency. Adaptability: Knowing when to pivot to a different strategy. Part of adaptability is understanding when to adjust. Some people call these, pattern breaks. Pattern breaks could be as simple as a "have you given up on this?" question to test engagement/interest after a prospect has gone cold to communicating additional information relevant to your prospect's needs based on what you know about their current challenges/ideal state. Adaptability applies to the content, the outreach channel, the messaging, etc.