Сайт конференції: http://bdmsummit.com/ Анастасія Новікова "Follow-up: як писати і достукатися"

1. Follow up
Как достучаться?

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. Recently...

4. Recently...

5. Recently...

8. 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!

9. 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

10. Follow up content
● Articles
● Other events
● Surveys
● 1-2-3 answer options
● Video
● Use triggers

11. 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!

13. Another follow up

14. 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

15. 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

16. 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?

17. 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?

18. Closing file?

19. 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

20. Спасибо! Вопросы?
anastacia@conformato.com
/in/anastasianovikova/
/anastasiianovikova