From the course: Selling into Industries: Professional Services
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Follow up strategically
From the course: Selling into Industries: Professional Services
Follow up strategically
- Follow up is about staying in touch with your customers and prospects, so that when you're customers are ready to buy, when they need your product or service, you are the first person they think of. And more importantly, you are easy to access. And following up strategically is about having a plan, being proactive, and staying consistent in your process. First and foremost, you need to choose your customers wisely. It's too hard to follow up with everyone, and it's too much effort. So you need to categorize or rank your customers so that your strategic follow-up efforts are spent on those professional services customers most likely to buy. So let's go through one way you could categorize your customers, top customers. For your best professional services customers, you will want to design a follow-up strategy that ensures you have a consistent process to proactively stay in touch with them. Maybe four times a year you make a call, take them to an event, or just reach out with an idea…
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