Also known as follow-up in Spanish and follow-up in English, this commercial strategy is essential to increase sales in your company, since 60% of customers say “no” four times before saying “yes” .
Do you want to deepen your knowledge about the concept of sales prospect control? We recommend reading: What does follow up mean?
Why is it important to manage potential prospects?
Sales lead management is the zimbabwe email address cornerstone of any company’s financial success. After all, not everyone is ready to buy from their first contact with your brand. In fact, 95% of all leads convert on the sixth call with a rep .
If this number isn't enough to convince you of the importance of sales lead management, keep in mind that at least 50% of your potential prospects are not a good fit for what you sell .
Tracking can help you separate the wheat from the chaff and invest your time in those that are truly valuable to your business.
Here are 3 tips for tracking sales , in case you don't have time to read our complete step-by-step guide in this text.
5 types of sales prospects
Did you know that there are several types of sales prospects ? Just think about the way you, your mom, or your best friend behave before buying a product or service. The differences in behavior and consumer habits are very visible, right?
The different profiles of potential prospects depend on the criteria used to classify them, so keep in mind that we are going to order them based on their behavior towards the possibility of purchase .
1. Prospect postponer
The procrastinating prospect is the one who tends to postpone taking action or making a decision , even if it is very simple and obvious. People with this profile usually have difficulty saying “yes” or “no,” since this requires an explicit and immediate commitment or rejection.
How to follow up with a procrastinating prospect
When handling sales prospects, try to use dynamic selling techniques that foster a sense of urgency and make the person feel compelled to take a position.
Besides urgency, there are other “mental triggers” that can help you close a deal. Read: What are mental triggers?
2. Attentive prospect
The attentive prospect is one who thinks logically before buying . He or she does a lot of research before purchasing a product or service, to ensure that his or her decision is rational and advantageous. Potential prospects with this profile are not usually concerned with price; they are more interested in quality and return on their investment ( ROI ).
How to follow up with an attentive prospect
When controlling sales prospects with attentive profiles, it is important to respect the consumer's time and not force a decision during the first contacts. Present data and facts in an attractive way and be patient.
Attentive potential customers can easily feel manipulated and reject your offers. It is therefore important to study more subtle persuasion techniques. Here is a guide to inspire you: 4 persuasion techniques to win more customers .
3. Shy prospect
The shy prospect lacks courage and self-confidence. He is often apprehensive and fearful , as well as avoiding any reaction that requires independence or self-assertion. It is a particularly challenging customer profile for companies, especially those selling services related to the body and self-esteem.
How to follow up with a shy prospect
When controlling sales prospects with shy profiles, it is essential to generate trust in the potential client . This can be done through success stories and customer testimonials , as well as demonstrations and free trials . Avoid aggressive sales conversations.
Do you have sales prospects like this? You might be interested in reading: 5 techniques to listen to the customer and gain their trust .
4. Sociable prospect
The sociable prospect is very friendly and is used to being the center of attention . This is the type of person who likes to chat, and is always trying to be fun. With this sales prospect, the challenge is to steer the conversation back to the main goal: marketing your products or services.
