Follow-ups – how much is good?

B2B, follow-up, Marketing, persistence

One question that I get very often from my team is – “if we send so many follow-up emails, won’t the prospect get offended and unsubscribe”. We deal in B2B customers and therefore the general audience is never large, so they are scared that they may lose one prospect from the small set of prospects.

If your follow-up is – just wanted to check if there’s any update for me – then yes – its irritating and people will get offended and not bother to pick up your calls or unsubscribe from your mails in the future.

But if the mail or call has value then they will look forward to receiving your mails or calls. If on the other hand, if inspite of the fact that you are sending them something of value and they still unsubscribe to your mails or stop taking your calls, then it’s a good sign. They would not have become a good customer for you anyway.

Since our time is extremely valuable, it’s extremely important that we eliminate the people who anyway don’t value our services. You should look forward to delighting people who value your service not to people who don’t value it. That’s a wasted effort.

How do you create value in your communications – you share case studies of how you have helped others. You share challenges, that other customers had, that you helped solve. You could have created some new setups/solutions, found a new way to sanitise the rooms. With B2B prospects, there’s a lot of ways you can create messaging.

If not, you can share industry news that you found, or send them a book. But you have to be persistent in reminding them of your presence because, they shouldn’t miss out on talking to you when they actually have a need.

Till next time then.

Carpe Diem!!!

P.S: If you are interested in getting a free copy of my 7 point checklist for B2B markets, you can ask for it, by filling in your details below.

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