Make yourself available to prospects. Whether that’s by email, social media messages, live webchat or some other channel, be sure to stay in contact with prospects, and be readily accessible to answer any questions they might have.
Timely responses are essential. Whichever channels your customers are able to reach you through should be monitored regularly and responded to as quickly as possible to keep prospects and customers happy.
Proposal – The proposal is when a sale will be made or a customer will choose not to buy. On the B2B side, this usually comes in the form of a formal agreement. An agreement typically outlines services and pricing, and requires the signature of both the prospect and the business. If the agreement is signed, the prospect becomes a client.
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On the B2C side, repeated proposals come in the form of marketing content. Perhaps that customer that was browsing signed up for your email newsletter – proposals come in the form of email content related to their interests. E-commerce customers might abandon their cart, but sending reminders to complete the checkout process serves as a proposal as well.
Ideally, these appeals lead to the ultimate goal of every business: closing the sale.
Your sales pipeline should reflect reality as closely as possible while considering the experience of the individual customer. It’s imperative that your sales reps always follow up with customers and prospects to prevent a lead from going cold.