Why improve your sales reminders?
Sales follow-up is vital, because by establishing a relationship of trust with your customer from the outset, he or she can remain loyal to you for a very long time.
By taking the time to identify and research your customers’ needs, you’re much more likely to reach and convert the people most likely to buy from you.
Step 1: Analyze current performance
Doing an analysis of your current sales reminders is essential to understanding where you stand and getting more up to speed. So, before you start planning for the future, get a good assessment of what your process looks like today.
To do this, answer the following questions:
- How do you carry out your commercial relaunch?
- How many sales reminders do you send out each month?
- What are the most effective sales reminders?
- How long do you take to send out these reminders?
- What are your current customers like (profession, age, etc.)?
- How many prospects do you have per month?
- How many deals do you close per month?
- Why don’t prospects become customers?
- Why aren’t my current customers coming back?
- What is your conversion rate?
- What are your sales per month and per customer?
- What’s your profit per customer?
- How much time do you spend with each customer?
By cataloguing these practices, you’ll inevitably start to notice areas for improvement and identify weaknesses that you’ll need to correct to improve your sales reminders. It also gives you a basis for seeing whether the changes you make are having a real impact.
Step 2: Use the right sales reminder software
To create the most accurate sales follow-ups possible, you need to use a customer follow-up tool.
Many types of companies in a wide range of sectors have difficulty keeping track of their prospects and customers. Some grow so fast that their sales follow-up suffers. Others have no clear, defined way of tracking sales. Both new and established companies can face these problems.
Sales follow-up software can be the solution to these and other challenges. If your company needs to build better relationships with prospects, manage lead interactions and improve sales, you’ll benefit from sales follow-up software.
These programs are also known as CRM software.
Please note Not all CRM software is suited to your needs.
At Moovago, we’ve developed specialized sales follow-up software for traveling sales reps. It’s a mobile and web application that follows you wherever you are, to help you keep track of all your sales reminders (to do and those already done).
You can directly create reminders and repeat tasks so that you always know what your next action will be.
Discover the application for freefor 15 days.
You can also find out more about this type of software in this article: CRM software examples.
Step 3: Define your sales funnel / tunnel
It’s called a funnel because of the shape it takes at each stage. At each stage, the number of visitors will decrease, because not all prospects will convert. It defines the path that will enable you to transform the mere suspect into a customer.
It’s up to you to determine the stages your prospects need to go through in order to become customers. This will enable you to identify the sticking points and show you that the majority of prospects stop at certain stages. It will then be possible to improve your follow-ups, part of your sales process, in order to convert more prospects.
For example, at Moovago we have divided our sales tunnel into several stages:
1. We attract prospects through advertising and free content on the Internet and on Linkedin.
2. These prospects use our site to find relevant information.
3. Some of them are interested in our application.
4. They try the Moovago application.
5. They become users of the Moovago application.
6. They become Moovago ambassadors and tell their friends and family.
7. We carry out regular checks to understand the new needs of current customers.
These steps will differ depending on your company’s field of activity and objectives. Over the years, we’ve improved our sales reminders to make them ever more effective.
Depending on the stage your prospect is in, you’ll need to carry out the appropriate sales follow-up. You can also automate this part directly in your CRM software, by asking it to send an email automatically if the prospect is in stage 3, for example.