Sales follow-up conversations can help you close more deals, but they also give your customers a chance to change their minds and opt out of the purchase.
In order to avoid using these conversations as a last resort, you should approach them with the right mindset. First and foremost, you should build trust with your customers by giving them an idea of your expertise in the field. You can do this by sharing knowledge about your product and guiding them through buying process.
Once you have built trust, it is time to have conversations that are relevant for your customer’s buying journey. If they are already in their decision making phase, ask about their decision criteria. Try not to interrupt and make sure that you engage in conversation before they start talking about alternatives or other products they are considering.
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