Creative follow-up strategies

In The Daily Sales Show podcast by SellBetter, guests Charlotte and Troy share tips on how to re-engage potential clients who have stopped responding:

Creative ways to follow up

1. Send LinkedIn messages, voice notes, or videos

2. Have a manager email the prospect

3. Use humor and light-heartedness in messages

4. Send handwritten notes, visit in person, or give thoughtful gifts

5. Use GIFs or memes in messages

6. Simply bump the email if there's urgency

Important strategies

• Allow prospects to say no to provide closure

• Build a champion within the client's company

• Focus on why they're interested and address any gaps

• Track engagement with shared content using LinkedIn's 'smart links'

• Make a 'why I lost this deal' document to learn and improve

• Send agendas for calls, possibly via video, and ask for their input

• If a prospect keeps ghosting, address the inconsistency directly

How to reduce no-shows

Tanveer Mostafa outlines three strategies to reduce no-show rates for sales meetings in a LinkedIn post:

1. Get them excited on the phone

When setting up the meeting, highlight what they'll get out of it:

• Insights into how competitors are handling challenges

• Understanding of potential bottlenecks in their business

• Analysis of their industry and key trends

2. Send smart reminders

Don't just wait and hope they show up.

Send reminders:

• A week before

• At the start of the week

• The morning of the meeting

Include relevant case studies, videos, or a recap of what to expect.

3. Nurture them until the meeting

Stay top of mind so they don't forget you:

• Connect on LinkedIn and engage with their posts

• Send a video message to put a face to a name

• Share relevant whitepapers, reports, or webinars

For example: "Hey [Name], came across this webinar on AI in healthcare and thought you'd find it interesting. Looking forward to discussing it in our meeting on [Date]."

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Why clients might avoid you

Jessica Lorimer, in her Selling To Corporate podcast, shares tips to avoid being ignored by important business contacts.

Here's a simple breakdown of her advice:

Understand the situation

• Being ignored feels personal, but it's normal in business

• It usually happens after sending proposals or asking for referrals

• Keep following up to be sure you're really being ignored

Why it happens

• People are scared to give bad news

• Your offer might not fit their needs

• You didn't make the next steps clear

How to prevent it

1. Make sure your offer matches what they need

2. Set clear expectations for follow-ups

3. Stay positive in your online presence

What to do

• Keep trying to contact them

• Be understanding of their busy schedule

• Focus on building good relationships

Remember, it's better to prevent being ignored than to fix it later. Always communicate clearly and professionally.

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