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Follow up
Как достучаться?
О чем поговорим?
1. Как НЕ нужно возвращать лиды в воронку
2. Формула follow-up: дятел или не дятел?
3. Немного фактов: по...
Recently...
Recently...
Recently...
How not to follow up?
● Just checking
● What’s new on your side?
● Talking about our great company only :)
● No follow-up ...
Basics
● You should send follow ups. It’s a must!
● 3-5-7-10-14-21-30...
● Subject can be the same first. Change later
● P...
Follow up content
● Articles
● Other events
● Surveys
● 1-2-3 answer options
● Video
● Use triggers
Why customer becomes unresponsive?
● Busy with other activities (project is not always top priority)
● Buyers try to decid...
Another follow up
Sample
Hi John,
How are you?
I’ve invited you to our presentation on latest WP loading issues,
did you have a chance to lo...
Sample
Hi Andy,
I know ABC just launched new app for your ERP system. I thought you might be
interested in this article ab...
More samples
Hi Mary,
How are you?
I just found a study that explains another service, similar to ABC, that provides
deliv...
Secret ingredient
Always use CTA!
● What is the best way for me to get 15 minutes on your calendar?
● What if we have call...
Closing file?
Triggers
● Dates or events customer mentioned
● Anniversaries/birthdays
● Awards winning
● Company’s staff changes (especi...
Спасибо! Вопросы?
anastacia@conformato.com
/in/anastasianovikova/
/anastasiianovikova
Анастасія Новікова "Follow-up: як писати і достукатися" BDMSummit 2017 Winter
Анастасія Новікова "Follow-up: як писати і достукатися" BDMSummit 2017 Winter
Анастасія Новікова "Follow-up: як писати і достукатися" BDMSummit 2017 Winter
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Анастасія Новікова "Follow-up: як писати і достукатися" BDMSummit 2017 Winter

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Анастасія Новікова "Follow-up: як писати і достукатися"

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Анастасія Новікова "Follow-up: як писати і достукатися" BDMSummit 2017 Winter

  1. 1. Follow up Как достучаться?
  2. 2. О чем поговорим? 1. Как НЕ нужно возвращать лиды в воронку 2. Формула follow-up: дятел или не дятел? 3. Немного фактов: почему клиенты пропадают? 4. Без чего не сваришь хороший follow-up? 5. Как использовать триггеры и где их искать?
  3. 3. Recently...
  4. 4. Recently...
  5. 5. Recently...
  6. 6. How not to follow up? ● Just checking ● What’s new on your side? ● Talking about our great company only :) ● No follow-up at all ● I thought you’re solid and serious, but you’re not responding now!
  7. 7. Basics ● You should send follow ups. It’s a must! ● 3-5-7-10-14-21-30... ● Subject can be the same first. Change later ● Provide additional value ● Use CTA ● Track openings
  8. 8. Follow up content ● Articles ● Other events ● Surveys ● 1-2-3 answer options ● Video ● Use triggers
  9. 9. Why customer becomes unresponsive? ● Busy with other activities (project is not always top priority) ● Buyers try to decide as late as possible ● Overloaded by notifications ● Unexpected issues/emergency ● Talking to someone else ● Your CTA is not clear NB! Don’t take it personal!
  10. 10. Another follow up
  11. 11. Sample Hi John, How are you? I’ve invited you to our presentation on latest WP loading issues, did you have a chance to look at it? Thanks, Anastacia
  12. 12. Sample Hi Andy, I know ABC just launched new app for your ERP system. I thought you might be interested in this article about ERP users involvement metrics (link). Did you get a chance to check if (our last CTA) is interesting for you? Thanks, Anastacia
  13. 13. More samples Hi Mary, How are you? I just found a study that explains another service, similar to ABC, that provides delivery by bicycles! Does it look somewhat similar to what you had in mind?
  14. 14. Secret ingredient Always use CTA! ● What is the best way for me to get 15 minutes on your calendar? ● What if we have call to check how this study can impact your project’s scope? ● Do you think such a feature described in the article might be interesting for your target audience? ● What about a meeting next Tuesday with the prototype demonstration - would you mind joining?
  15. 15. Closing file?
  16. 16. Triggers ● Dates or events customer mentioned ● Anniversaries/birthdays ● Awards winning ● Company’s staff changes (especially CTO/CIOs move) ● Attending conferences, exhibitions ● New relevant case study
  17. 17. Спасибо! Вопросы? anastacia@conformato.com /in/anastasianovikova/ /anastasiianovikova

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