More than 80% of sales are closed on or after the fifth contact, found a recent Association of Sales Executives study. That means persistence is still king, and these strategies are proven to increase your chances of closing:

1. Follow up with more than one contact at the prospect’s company. It’s a great way to learn about the corporate culture and win as many internal champions as possible. And since most offers have the potential to impact several different execs or departments at a prospect’s company, it’s smart for salespeople to try to boost their momentum by forging relationships with the other decision makers that’ll be affected.
2. Use as many outlets as possible to maintain consistent contact with prospects. E-mail, social networking sites, e-newsletters, blogs … these are all indirect ways to stay on a prospect’s radar without continually asking for the sale. But that’s not all. Keeping tabs on prospects via social networking gives you insight into their personal interests, hobbies and lifestyle — all of which can help you earn trust and establish stronger ties.
3. Give prospects a reason to reconsider their decision not to buy. Perhaps there’s a limited-time offer available, your company’s made upgrades or you’re offering a package deal. Whatever the case, sweeten the offer by giving prospects something new to consider, and present the offer in such a way that they feel like you’re giving them preferential treatment.
4. Engage prospects on another level. Ask for some quick feedback regarding a specific product or offer, or perhaps even the industry as a whole. The answers a prospect provides could tell you all you need to know about how to earn his or her business. Example: Send an e-mail a few months after a prospect’s turned you down asking for some constructive feedback on why the deal fell through. If you do, the prospect is likely to be honest and give you the exact reasons he or she rejected your offer — and that’s likely to present a new opportunity for closing the sale.

Source: “6 Little-Known Tips to Make Your Follow-ups Pay Off Big,” by Joe Gracia, www.givetogetmarketing.com.

Does your sales team use any other follow-up strategies to win more business? If so, tell us about them in the Comments Box below.

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