5 Ways To Follow Up Better and Grow Relationships

by Saul Edmonds

Learn to Be Remarkable at the Follow Up

I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation.
Bo Bennett

How to Grow Sales With the Follow Up

One of the reasons that many marketers are missing the mark with their networking efforts is that they simply neglect to follow up afterwards.

It really is quite simple if you think about it.

You go through all that effort to start a business relationship, you get all the contact information and create engaging conversation, you even discuss meeting up again in the near future, but for whatever reason - that follow up call doesn't materialise in a timely manner.

The conversation runs cold or dry, and the progress that was made is all but gone.

Reaching out to a contact is so easy many marketers miss the mark here and simply focus on more challenging issues.

Here are some simple tips for learning how to be remarkable at the follow up:

1. The Same Day Follow Up

The ideal situation for calling back your contact is a few hours after the meeting. While that initial meeting is still fresh on their mind, give them a quick call.

Too many marketers wait a few days or even a week to follow up with a call, but the contact has already shifted their attention on to other pressing issues. There are going to be hundreds of things that need your attention each day, the same is true for your contact. You can not expect them to remember your conversation days later after having dealt with so many other issues.

A simple call will go a long way in growing that relationship.

2. Recalling Something Important

If there was a particular highlight of that conversation, bring it up during the follow up call.

It might have been as simple as the two of you having a common friend or acquaintance, but remind your contact about the subject so they can easily connect again with you. If you were able to create an emotional connection with your contact, this call can be especially powerful. If you can evoke some memory from the initial meeting you can easily nudge that person to respond or read the email you are sending.

3. Creating Immediate Value

If you can create value for the other person in the follow up, you won half the battle.

Being able to show value will set you apart from all the other people trying to get this persons attention today. Whether that value is in savings they will make long term by working with you or simply the fact they like working with you as a person, highlighting the benefit will make this process go much easier. The contact almost feels obligated to help you because the connection is so strong. 

4. Social Media Follow Up

If you want to give the contact a way to connect with you on a more personal level, reach out to them through one of your social media profiles.

This way you can make the follow up and leave them with the chance to look around on their own time and get to see what you are really about. A contact can learn quite a lot about a person by simply interacting on the social profile.

Send them a friend request through your most used social platform so you can interact with them in a timely way if they do respond via that forum. Your contact will learn more about your strengths and how you conduct business more from looking at your profile that your words could ever say.

5. Scheduling the Next Meeting

The first meeting is the most challenging for several reasons.

Now that you have your foot in the door, the next meeting is much easier.

You have developed some rapport with the new contact, so now you need to strengthen that new relationship by setting up your next meeting. Choose a meeting time that is beneficial for your contact, and confirm the time and date in a follow up message.

Keeping that momentum going is the key to growing this relationship.

Most networkers drop the ball here, they do all that initial leg work, then simply sit back and wait for the contact to come running to them. Your contact is busy in their own world, so if you think sitting on your hands is a good strategy, you are going to be waiting a long time.

Keep the ball rolling and reach out to meet again.

ARE YOU GROWING YOUR BUSINESS WITH PERSONAL NETWORKING?

At Roundhouse, we understand that trusted relationships and working effectively with people one to one - are the cornerstone of every successful business. Every person you meet has the potential to become a lifelong customer - or recommend your services to their network. If you would like to learn more about the value of personal networking and the follow up, please get in touch for an informal chat.

We are here to help.

Get started now. Contact us here.

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Book an obligation free consultation with a qualified social media marketer.

phone : 1300 727 749 

email : us@roundhouse.cc

Learn about our web design here.

See our brand and logo portfolio here.

If you enjoyed reading this article, you may also enjoy the following:
1. Social Networking for Business

2. 3 Ways to Leverage the Power of Social & Mobile Marketing

3. 3 Ways to Boost Your Social Media Marketing with Hashtags

Roundhouse - The Creative Agency

Author - Saul Edmonds

Connect with Saul Edmonds on Linkedin here or Google+ here.

Connect with Roundhouse on Google+ here.

See our video portfolio here.

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The Art of B2B Lead Nurturing

by Saul Edmonds

How to Nurture B2B Leads

"In the world of B2B, your professional network is everything. Because your business is about business, the potential of who you know and who they know is where powerful connections happen." - Amber Naslund.

Every growing business faces the daily challenge of acquiring new leads - and converting those leads into sales. Maximising leads conversion equates to maximising opportunity - and will result in business growth and increased profitability. Every company should aim to establish consistent lead nurturing practices that work to convert leads into loyal clients. 

Here is how lead nurturing can increase your B2B efforts. 

Develop Trust First 

Lead nurturing is all about establishing trust and creating genuine relationships with clients - even when they are not currently looking to purchase your product or services. The reason that your company must begin to focus on lead nurturing is because the majority of leads are simply not ready to buy. While these may be legitimate and qualified leads, many people are at completely different stages in the buying cycle. Trying to push a product on a client who is simply not ready to purchase will only hinder your efforts. 

Educate Your Audience

A compelling lead nurturing program enables you to develop meaningful client relationships with no pressure to buy. Instead build trust, offer free advice and provide genuine assistance. Use your company blog, social media and online networking to expand your reach.  Your goal is to ensure that your clients feel comfortable today - so when they are ready to make a purchase, your company comes to mind first. 

A professional lead nurturing program will help your organisation get information to those clients who are simply looking to become better informed. By responding to online inquiries in a timely manner with information and not a sales pitch, you position your company to be there when the client has decided ‘now’ is the time to buy.

Connect Via Email

One of the most effective ways to nurture business leads is to use emails. 

Emails deliver that relevant information in a timely manner to clients, and are the ideal vehicle in which you can communicate quickly when the client has a question or concern. 

Consider An Email Marketing Schedule

Establishing a regular email marketing campaign speeds up that process by delivering relevant information consistently to your customers and prospects. 

When it comes to B2B lead nurturing, aim to build strong relationships between your staff and clients. Every customer appreciates friendly service and advice delivered for its own sake. In the long term, clients will be motivated to do business with your company.

While there is no ‘one size fits all’ B2B lead nurturing solution for every company, it is important to see what works with your sales team and then expand on areas in which you see immediate success.

Make lead nurturing more efficient with email marketing.

Is Email Working for Your Business?

Roundhouse has been delivering bespoke email marketing design and management services since 2001. Our tailored email campaigns deliver immediate results and are a proven way to boost customer engagement and foster leads. Our talented team of design experts work closely with you to create precisely what you need.

Get started now. Contact us here.

Saulke (1).png

Book an obligation free consultation with a qualified online marketer.

phone : 1300 727 749 

email : us@roundhouse.cc

Learn about our web design here.

See our brand and logo portfolio here.

If you enjoyed reading this article, you may also enjoy the following:
1. How to Sell Your Brand in a Sentence

2. 7 Ways to Boost Your Sales With Social Media

3. A Guide to Brand Communications

Roundhouse - The Creative Agency

Author - Saul Edmonds

Connect with Saul Edmonds on Linkedin here or Google+ here.

Connect with Roundhouse on Google+ here.

See our video portfolio here.

LEARN MORE!

Get the latest news from the Roundhouse studio, tips on how to grow your business + exclusive discount offers via email. Subscribe Today!

We can help you succeed online.

Lead Nurturing - 5 Steps to Develop Stronger Leads

by Saul Edmonds
LEAD NURTURING-5 STEPS TO DEVELOP STRONGER LEADS_Lead nurturing.png

Improve Your Conversion with Lead Nurturing

"Management is about arranging and telling. Leadership is about nurturing and enhancing." (Tom Peters)

What is Lead Nurturing?

Lead nurturing is sales process which is focussed on supporting 'qualified leads' in the early stages of the sales process.

These are prospects who are highly likely to buy - but not just yet. Studies indicate that these prospects will generally proceed to conversion over the next 24 months - either with your business or that of a close competitor. Lead nurturing seeks to build trust and brand preference - so your business is the chosen supplier when a purchase decision is finally made.

The Art of Lead Nurturing

Lead nurturing is both an art and a discipline. 

Lead nurturing is never about 'new leads'. It is about engaging existing leads with kind assistance and timely information. A 'sale' should be viewed as a journey. Be sensitive to the needs and concerns of your prospects. Work to serve them better. Build your brand reputation upon the genuine desire to help others succeed.

Educating Qualified Leads

In many ways, lead nurturing is an educational process.

During the buying process, work to help clients learn more about your products or services and the solutions they provide. It is an opportunity to share and advise. Make use of relevant content - with the intention to 'inform not sell'. This will greatly assist their purchase decision process. Include helpful, educational information throughout your communication outreach: in your printed collaterals and company blog. Offer free ebooks, infographics and online product or service demonstrations.   

An Overview of a Lead Nurturing Elements

Lead nurturing consists of 3 main goals: maintain communication (with permission), provide education and solutions and monitoring of the future customer within the sales process. As you 'get to know' the individual customer - be receptive to signals. They may need 'space' for review, information to understand or indicate a readiness to actively engage and purchase. 

5 Steps to a Stronger Lead Nurturing Program

1. Know Your Target Audience

Every business must seek to find and understand their target market. Understanding your 'qualified' buyer is the surest path to marketing success. Continually refine your customer profiles. Review your losses - why did certain prospects not convert?

2. Reflect closely upon your Customers

What has motivated your present customers to conversion to your business?

What elements of marketing have been the most effective?

Take the time to consider 'why' customers have trusted you with business. A clearer understanding of what has worked best will help fine tune your lead nurturing campaign.

3. Troubleshoot your Conversion Process

What is your ideal customer experience? Define your lead nurturing strategy to support your buying process. Customise your lead conversion strategy to address potential roadblocks to buying. 

4. Design your Strategy

Start with an end goal - implement a lead nurturing process, make revisions and document it. Focus closely upon target audience and tailor your process to meet their needs. Integrate your communications to transmit a consistent message that is helpful and 'on brand'.

5. Maintain Communications

Take the time to develop a sensitive lead nurturing campaign. The more accurately you understand your buyers and detect potential 'barriers to conversion' - the more effectively you can address the needs of your prospects. Implemented effectively, lead nurturing is a mid term strategy that will enhance profitability and strengthen your brand.

Do you require assistance with lead nurturing?

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As Creative Director & Roundhouse Founder Saul Edmonds has over 20 years professional design and digital experience. 

He is an expert on Brand, Website and App Development. He has worked with clients across all industry groups - including startups, small business, government and entrepreneurs - on projects of all sizes and budgets.

Saul and his team can help you grow your business and discover new possibilities with :

  • strategic brand design
  • web design & development
  • app design and development 
  • digital marketing 
  • creative engagement 

    Saul Edmonds believes that every project begins with a story. 

    Saul and his team offer a one to one, tailored service - where he works with you closely to develop innovative solutions that will take your business to the next level. 

    Find out how Saul can help you turn your ideas into reality.

    Book an obligation free consultation with Saul Edmonds for ideas and strategies to take your business or project to the next level. Click here to arrange your booking.

    Phone : +617 1300 727 749
    email : us@roundhouse.cc

    • Learn about our web design here.
    • Learn about our app development here.
    • See our brand and logo portfolio here.

    Connect with Saul Edmonds on Linkedin here or Google+ here.
    Connect with Roundhouse on Google+ here.

     

     

    by Saul Edmonds