Hi Community members,
Today I want to start a conversation about following up after any sales meeting. Why? Because recently I came across with the following statement: ''according to a study published by Harvard Business Review, 71% of leads are never followed up on.''
The question is: why aren't sales reps following up and ensuring that those leads will actually convert into customers? Knowing how to effectively stay in touch with your prospects could mean the difference between winning or losing a deal.
Here are a couple of steps any sales rep could pursue in order to do a successful follow up:
1.Stay in the Know
In order to stay up-to-date on what’s happening within a target account, follow the main decision makers and their company’s LinkedIn Page. Combined with real-time updates from Sales Navigator, your sales reps will gain a better idea of how to steer follow-up conversations.
2.Gain Insights Through Interactions
It’s likely that during sales meetings, reps don’t interact with every stakeholder. Luckily, Sales Navigator allows you and your reps to co-create an online presentation and share it with prospects across any device and any electronic communication channel. Recipients can share the presentation with their colleagues, and you get insight into who opens which content, as well as how they engage with at it.
3.Stand Out with InMail
InMail is an excellent alternative to traditional email messages. After you attend a prospect meeting with your reps, follow up using InMail to connect with the people you’ve met. Also use it to keep in touch throughout the course of the sales cycle. Even if you have their email address, follow up via InMail because it stands out.
4.Reach Out with Relevance
Lastly, practice reaching out to the right people at the right time by paying attention to Who’s Viewed Your Profile on LinkedIn. This feature allows you to get a feel for who’s interacting with you or your brand, and helps you figure out when to stay persistent.
5.Win the Deal
Successful salespeople know that what happens before and after a sales meeting is just as important as what happens during the meeting.
What about you and your sales teams? What are the steps you follow after a sales meeting? Do you have a fixed follow up process in place? I would love to hear about how a structured follow up process is helping you and your sales reps close more deals.
Can't wait to hear from you! 
Nádia
