People tend to put a lot of effort in finding new leads or new customers. New leads are important, but you won’t close as many if you 
don’t stay in touch. Someone might not have been ready to make a decision on your first call, but by the third or fourth contact they feel like they know you and your name is there when they are ready to purchase.
My number one sales tip is to have a follow-up process that includes multiple touches that are both semi-personalized (letters, individual e-mails, calls) and standardized (e-newsletter, newsletter, e-mailed articles, website, blog, social media) to make it easier for the salesperson.
Keep your content interesting and relevant to your prospects. Where possible ask for responses (blog), referrals (LinkedIn), and input (Facebook) to make it a two way conversation. It doesn’t always have to be about the sale, you need to create top of mind awareness and begin forming trust. Follow up communication can be a simple thank you note or a note with a great article about why insurance is important or one on your company. Other ideas include sending a top 5 or top ten tips for (fill in the blank)…..whatever your area is or something that will help the prospect (i.e. Tips for Better Gas Mileage or Top 5 Tips to Protect Business)
Include multiple delivery methods like e-mail, texting, e-newsletters, blogs, and keeping your social media updated and continue to link to new friends, but ALWAYS include personalized cards and newsletters sent through the good old USPS. No matter the age, we all love to get mail. Cross reference and promote all your marketing and communication avenues in everything you do by giving your Facebook page, blog link, website, address, cell phone, and other ways to find you via social media. By communicating with people on a regular basis whom you’ve gone out of your way to find, you’ll close more sales.
This article was posted on the B2C Marketing Insider site on August 9.
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