30个更好的替代方案

It takes almost no thought or time to write a "just checking in" email. Buyers usually receive a variation of, "Hi [Prospect], I haven't heard back from you, so I wanted to check in. Cheers, [Salesperson]." (In fact, I timed that, and it took 19 seconds for me to type.)

他们的轻松是使他们如此诱人发送的原因，但是they don't provide any value to your buyer.And if they never responded to your first email, chances are they didn't feel it was worth their time. Why would you reinforce that impression by wasting their time even more?

Of course, this doesn't mean that you should stop following up with prospects — just that you put slightly more effort into it. Below are 30 things to reference in a follow-up email besides the obvious fact that you're checking in.

If they never responded:

1.发送可行的建议。

您的消息应为您的潜在客户提供价值。为他们提供简短的可操作建议。

Example:“We see your business is trying to improve on X, we believe you could benefit from enacting Y for Z outcome.”

2.发送方法指南。

给他们发送更长的操作指南。并提议如果他们有兴趣，请通过电话或视频通话进行跟进。

Example:“We have attached a quick guide on how to X to help you achieve Y. If you’d like a more in-depth explanation, I can set up an appointment for discussion if you’re interested.”

3.指出业务弱点。

给他们一个消息关于商业的一个弱点ness that should be fixed, and offer assistance.

Example:“在过去的一年中，您的业务已经显着增长，但是X弱点可能会阻碍您的策略。我们想安排一次会议，为您提供有关此事的帮助。”

4. Describe a potential opportunity.

在您的研究中，您是否确定了他们公司的潜在机会？bob全站app让他们知道。这将帮助您与他们建立可信赖的顾问的关系。

Example:“如果您探索X机会，您的业务有更多的增长空间。我们想安排一次会议，为您提供优化策略的帮助。”

5. Share a relevant industry article.

If you've found an article that's relevant to their industry or profession, send it to them instead of saying "just checking in."

Example:“我们知道您的公司都是关于Xbob全站app的，我们认为您在最近的文章中发现了价值，分析了它的市场。”

6.在社交媒体上做出回应。

One important tool you can use to connect is social media. Respond to something the prospect said on social media, then follow up with more resources.

Example:“Hi! We saw your comment on X, not only do we have the answer you’re looking for, but we have some additional resources you’ll find useful, as well.”

7.在在线论坛上回答问题。

Successful sales reps meet their prospects where they are. If they've posted on a forum, answer one of their questions and follow up with more resources.

Example:“我们看到了你的问题关于X和想要提供e you with some resources you’d appreciate on the matter. If you need any more clarification, don’t hesitate to reach out.”

8.参考相关博客文章。

Have they published a new post on their blog? Read it and include a reference to it in the message you send to them. This will further solidify that you're interested in them and their business.

Example:“我发现您的文章对X导航的专业人员非常有见地，我昨天从中学到了更多有关X的知识。”

9.向他们发送贵公司的博客文章。bob全站app

另一方面，如果您的公司最近发表了一篇与潜在客户相关的博bob全站app客文章，请发送其方式。

Example:“我们知道您的公司在X行业中bob全站app发挥了作用，因此我们想与您分享我们的最近文章，以用作您的使命资源。”

10.推荐活动。

如果潜在客户区域中有与其行业或业务相关的事件，请与他们联系。即使他们已经打算参加，这也是重新激发对话的另一种方法。

Example:“We received news of an event in your region for X industry professionals, we hope to see you there.”

11.邀请他们参加网络研讨会。

Invite the prospect to an upcoming webinar or educational event your company is hosting.

Example:“You are cordially invited to join our company’s latest educational event next month, please RSVP if you’re interested.”

12.向他们发送客户故事。

传递链接，指向您最备受瞩目的客户之一的相关新闻报道。这为他们提供了一个例子，说明了您公司的可能性。bob全站app

Example:“与X一起阅读我们的客户成功故事，看看他们的服务在几周内如何增长y％。”

13.请注意竞争对手。

将注意力集中在竞争对手做得很好的事情上，并询问他们打算如何解决问题。

Example:“We see company X has been using Y strategy effectively this past quarter, how are you planning to address this recent development?”

14. Bring up a common challenge your buyers face.

提供有关买家面临的常见困难的详细信息。并询问潜在客户是否正在经历。

Example:“In recent case studies we've found that businesses in X tend to have difficulty executing Y, have you experienced a similar roadblock?”

15.发送“这封电子邮件被埋葬了？”电子邮件。

通过询问他们是否可能错过了您的最后一封电子邮件，将您以前的消息移至收件箱的顶部。请确保还包括上一封电子邮件的内容。

Example:“Did this email get buried? If so, here’s the information I shared with you in the first message.”

16.询问他们是否仍然对实现X目标感兴趣。

Gauge their interest in achieving a goal you might have spoken about previously. Then provide a suggestion for how to get there.

Example:“我想与您联系，看看您是否仍然对实现X目标感兴趣。我有一些关于如何将您带到那里的建议。”

17.解释您正在写的博客文章。

告诉潜在客户，您正在撰写以行业专家为特色的博客文章，然后要求引用他们。请记住：当然，您必须实际写帖子。

Example:“I’m currently writing an article about X industry and the projection of Y in the next year. I found your contact while searching for experts and would like to ask you for a quote on the matter if you’re willing.”

18. Mention a mutual contact.

让他们知道您只是在与[相互联系]交谈，他们说了有关潜在客户和/或潜在客户的好事。bob全站app

Example:“I recently had a chance to speak with [mutual contact] and they shared some positive observations on X prospect over the past quarter.”

19.发送分手电子邮件。

If the prospect has gone completely silent, send a breakup email to close the loop.

Example:“I haven’t heard back from you, so I’m going to assume you’ve gone in a different direction or your priorities have changed. Let me know if we can be of assistance in the future.”

If any of these trigger events occur:

1. Commend a promotion.

Congratulate a potential decision-maker on a promotion. A former champion could now influence a purchase decision.

Example:“Congratulations on your well-deserved promotion at X! Leaders with your experience and knowledge bring valuable insight to the company.”

2. Share when a blocker leaves the company.

阻止者离开公司后，接触决策者。bob全站app这条路可能更清楚您可以进行销售。

Example:“We think it would be a great time to discuss our product solution for your business amid recent developments.”

3. Notify when a C-Level executive is hired.

接触新的C级高管。高级变化可以表明策略的变化。

Example:“We have a new addition to our executive team, here is an overview of the changes to come upon their arrival.”

4.祝贺一轮资金。

祝贺他们进行资金。拥有更多的资源通常意味着bob体育苹果系统下载安装增长，增长意味着解决以前并不是首要任务的优先级。

Example:“Congratulations on your latest funding round! This achievement will help your business reach new heights and innovate more in your mission to X.”

5. Announce new job creation.

询问与您产品相关的新创建的职位是否反映了新公司的计划 - 战略转变表明需求不断变化。bob全站app

Example:“With the recent influx of X jobs, I wanted to ask if your company was in need of a product to better serve this newly developed role.”

6.解释新法规。

询问他们打算如何回应新的立法。新法律或法规可能会影响其紧迫性。

Example:“您好，由于（日期）开始了新的立法，我们有一种资源可以进一步解释它将对X行业产生的影响。”

If you lost the deal:

1. Check how things are going a month after implementing a competitor's product.

Just because they began working with a competitor’s product doesn’t necessarily mean they’re in love with it either. Reach out to them to gauge their satisfaction or if they still could benefit from yours.

Example:“Greetings, I wanted to inquire about your current level of satisfaction with X product. Have you had obstacles since implementation?”

2.检查与竞争对手的合同结束时的情况。

随着时间的流逝，您的旧前景可能正在寻找一家新公司。bob全站app在他们将虚线签署到另一个线上之前，请与他们联系。

Example:“我想伸出援手，看看过去几个月的业务如何。如果您正bob全站app在寻找更好的投资，我们公司希望安排约会，以展示我们产品的新功能。”

3. Congratulate them on a recent company or personal announcement.

Even if the message is brief, a congratulatory email to a prospect is enough to remind them of your company.

Example:“我想亲自祝贺您和您的组织达到X里程碑！”

4.发送一篇文章，使您想起它们。

This is another way to rekindle a conversation you began before. It also let’s them know you’re attentive to their words and worth their time.

Example:“Good morning, I came across an interesting article that reminded me of a previous conversation we held about X. It may prove useful in your day-to-day operations.”

5. Let them know your team has added a product feature they wanted.

Invite the prospect to an upcoming webinar or educational event your company is hosting.

Example:“Greetings, I know your previous request for X feature and was unable to be fulfilled, so I wanted to reach out to let you know it’s now available. Please let me know if you’re still interested.”

时间您应该发送“仅签入”电子邮件

Of course, every rule has an exception. If you've already started a sales process, there are many scenarios that could warrant a "just checking in" email. Usually, however, these scenarios have two things in common:

• Your prospect made a commitment to do something and hasn't done it, or has gone dark.
• An email or call following up on any of these situations should presumably be focused on that missed commitment — it's not just a generic check-in.

以下任何或全部情况都需要“只需检查”或电子邮件：

1. 如果他们告诉您在X天/几周/几个月中伸出援手
2. If they went dark after a call
3. If they didn't show up to a scheduled call
4. If they told you they needed a few days to make an internal evaluation, then went dark
5. If they committed to signing a contract and didn't
6. 如果他们开始了产品试验，但您还没有回到他们的进度

重要的是要注意，有时候您不应该“仅仅检查” - 那是他们不是实际合格的潜在客户，或者当他们明确要求停止沟通的时候。

有目的的检查

The rule of thumb for "just checking in" emails is essentially this: If you have a good reason to reach out or new value to provide, reach out. If you don't, think of one. And if you can't think of a single legitimate reason to follow up that would be beneficial to your prospect, don't. Spend your time crafting more helpful emails, and your prospects (and your quota!) will thank you for it.

编者注：该帖子最初于2019年3月发表，并已更新以进行全面性。