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Posted: Tue Jan 28, 2025 8:16 am
5. Follow Up, Follow Up, Follow Up
Way back in 2016, when I was deep in the trenches of software sales, I wrote an article about how following up is the hardest part of sales. When newbies first join the sales team, they’re most worried about rejection, but following up takes up most of their time and effort.
The trick to following up effectively is to add value with each touchpoint. The average sale takes eight touchpoints, so instead of just “checking in,” make them count (and move you toward a close).
Rather than just saying, “Hey, just checking, ready to buy yet?” in your call or email, you can:
Share a testimonial from a similar customer
Ask another clarifying question to get more info you can use
Educate them on how a certain product feature solves one of their problems
Pro Tip: The best way to make sure you follow up regularly with prospects is to use a communication-focused CRM, like Close. Use Close to track conversations, schedule follow-ups, and create automated email sequences.
close-demo-cta
6. Create a Sense of Urgency (the Now or Never Close)
This common sales technique (known as both the now or singapore telegram data never close or the takeaway close) involves offering your prospect a limited-time offer. You incentivize them to commit sooner by offering discounts or free add-ons that expire within a given period.
Don't confuse this sales tactic with rushing your prospect—the last thing you want is to hard-close them into saying "no." The sale can still happen if they can’t commit to your time frame. Instead, give your potential customer a good reason to say yes now.
If you can’t offer a discount or an add-on, you can create a sense of urgency by conveying the pain of inaction. You achieve this by framing the benefits of your solution as something they’re missing out on the longer they wait to move forward (also called loss aversion).
Ask questions like:
Way back in 2016, when I was deep in the trenches of software sales, I wrote an article about how following up is the hardest part of sales. When newbies first join the sales team, they’re most worried about rejection, but following up takes up most of their time and effort.
The trick to following up effectively is to add value with each touchpoint. The average sale takes eight touchpoints, so instead of just “checking in,” make them count (and move you toward a close).
Rather than just saying, “Hey, just checking, ready to buy yet?” in your call or email, you can:
Share a testimonial from a similar customer
Ask another clarifying question to get more info you can use
Educate them on how a certain product feature solves one of their problems
Pro Tip: The best way to make sure you follow up regularly with prospects is to use a communication-focused CRM, like Close. Use Close to track conversations, schedule follow-ups, and create automated email sequences.
close-demo-cta
6. Create a Sense of Urgency (the Now or Never Close)
This common sales technique (known as both the now or singapore telegram data never close or the takeaway close) involves offering your prospect a limited-time offer. You incentivize them to commit sooner by offering discounts or free add-ons that expire within a given period.
Don't confuse this sales tactic with rushing your prospect—the last thing you want is to hard-close them into saying "no." The sale can still happen if they can’t commit to your time frame. Instead, give your potential customer a good reason to say yes now.
If you can’t offer a discount or an add-on, you can create a sense of urgency by conveying the pain of inaction. You achieve this by framing the benefits of your solution as something they’re missing out on the longer they wait to move forward (also called loss aversion).
Ask questions like: