When it comes to maintaining a successful business relationship, most people primarily focus on the initial contact or initial contract negotiations. But those early conversations are only part of the formula.
Whether you’re trying to close a deal or simply maintain a healthy business relationship, few things are more important than follow-up. Persuasive follow-up, done right, is key to maximizing the potential of your business and its partnerships.
1. Maintain perfect alignment
Successful business relationships are initially focused on creating genuine collaboration between the two parties. This is especially important when aligning big-picture goals, such as determining the most important KPIs and how to measure partnership success.
However, things may change over time. A partner may decide that they want to launch a new product or service. They may experience changes with other customers and partners. Or, major global disruptions (such as supply chain or workforce) could affect operations.
No matter what the situation, follow-up is the key to maintaining perfect alignment in any business relationship. This is because consistency is key, whether it’s because you need to re-evaluate or revise certain aspects of your relationship, or because your partner simply needs to “know” about certain issues.
By prioritizing regular follow-ups, business relationships can continue with the same level of trust and forward momentum that they started with. This doesn’t necessarily require constant communication, but it does require a commitment to communicate with your partner whenever something happens that might affect your collaboration.
2. Always in my head
Of course, it’s not just existing business relationships that follow up is important. It also proves to be very important when trying to close a deal or narrow down what a potential partnership should look like.
The thing is, you’re not the only one vying to work with (or contract with) a potential partner. There’s a lot of competition out there – and it can be surprisingly easily forgotten if it’s not followed up in a compelling way.
It’s easy to see the impact of persuasive follow-ups on sales. 80% of successful sales require at least 5 follow-up calls after the initial meeting before closing the deal. Nevertheless, 44% of his salespeople give up after the first follow-up call. When this happens, their product or service is no longer their top priority and the deal is closed. Lack of follow-up can likewise ruin potential business relationships.
OmniDrip founder Paul do Campo explains: In practice, you should follow up with prospective partners or customers as soon as possible within your desired timeline. There is no room for complacency. This puts it in your prospect’s mind instead of allowing someone else to swoop in and take the opportunity for you. Ups can help you stand out in a sea of messages and keep the process moving forward. ”
3. Show care
On average, companies report losing 10-25% of their customer base each year. Companies can fill the gap by finding new customers, but this can end up being a much more expensive process than retaining existing customers and gaining repeat business. there is.
Convince and Convert, among the many factors that influence customer loyalty, shows how many brands use social media accounts that are constantly monitored to provide quick and helpful responses to inquiries. is listed. This builds trust and helps customers feel valued, even when interacting with leading brands through digital platforms.
In this case, a compelling follow-up isn’t necessarily about trying to sell. Instead, it’s important to respond to customer questions and comments in a timely and friendly manner to show that the brand is dedicated to quality service.
A persuasive follow-up in a business relationship can have similar results. For example, a supplier can respond quickly when a business her client places a new order, and then follow up with messages that provide regular updates on the progress of the order and its shipment.
After receiving an order, the supplier will eventually follow up to make sure everything in the order was done correctly, demonstrating their commitment to doing things right.
This level of consistent follow-up helps strengthen trust between suppliers and their clients, and also allows for quick resolution of any issues that may arise. This goes a long way in solidifying long-term partnerships.
don’t ignore follow up
Follow up is deceptively simple. Any little attention is an afterthought.
But it shouldn’t be. A compelling follow-up is key to establishing a healthy, lasting relationship that aligns you and your partner perfectly while demonstrating your level of commitment and interest.
Whether the follow-up should be by phone, in-person meeting, email, or even social media message may vary depending on the business and its partners or customers. But most importantly, it’s done consistently.