I hate waiting. I have sent my proposal and then I am in the waiting room, so to speak. Not because I am afraid or unsure, but because I am excited about the potential project. Of course, I have agreed on a follow-up date with the client or prospect, but what do I do in the meantime? Do you recognize this? You want to stay on the radar and increase your chances of getting a yes. So, I looked into Robert Cialdini's 7 principles and here are five creative and effective ways to follow up on your proposal and increase your chances of success.
Follow-up
If you want to increase your chances of approval, follow-up activities are essential. Your proposal is often one of many documents your client or prospect receives in a day. Your proposal will (if you're lucky) be moved to their to-do folder in their email, but by reaching out, you remind them of your proposal. This contact can take place in different ways. The goal - besides getting approval - is to stay top of mind, build trust, and possibly address any remaining doubts or objections.
Here are five creative, effective, and successful follow-up strategies you can use:
#1 Personal video message
Personalized videos are videos that you specifically create for your client or prospect. You surprise your client or prospect who appreciates your attention. Soon reciprocity comes into effect (one of Robert Cialdini's 7 principles). Someone who puts in so much effort... who would say no to that? Thank the customer or prospect in your video message and reiterate the key elements of your proposal. Send the message within 1-2 days after they first opened the proposal. If you use Offorte software, you will receive a notification as soon as your proposal is viewed. This way, you don't have to guess when your proposal will be viewed and you know you can send the video message. Keep the message short, no more than a minute or two. Offer to make an interim appointment if there are any questions. Close with confirmation of your agreed follow-up date. Tip: handy tools for creating personalized videos include GoVideo, Loom, or Soapbox.
#2 Automated reminders with a personal touch
An automated reminder can seem impersonal, but by mentioning specific points from your previous conversation, you can easily overcome this. Add 1-2 extra lines referring to an important point from your conversation. Send a first reminder 3 days after sending your proposal, and possibly a second one after 7 days if your proposal hasn't been opened yet. Never send more than 3 reminders. The biggest advantage of these reminders is that they demonstrate commitment and consistency. According to Cialdini, these types of reminders appeal to the sense of responsibility of the customer or prospect.
#3 Social media
Social media provides an informal way to stay in touch with customers. Especially LinkedIn is the perfect platform for this. Always add potential customers on LinkedIn immediately and send them a friendly message after about three days, thanking them for the conversation and the opportunity to prepare a proposal. Optionally, add a relevant article or whitepaper to demonstrate your expertise and involvement (Cialdini's Authority principle). Furthermore, it provides valuable information that can help the customer in making their decision. Meanwhile, your well-crafted LinkedIn profile increases your expertise and reliability. With Cialdini still in mind, recommendations left by previous clients or employers on your profile can be considered as social proof.
#4 Send a surprise package
Who doesn't love an unexpected gift? By giving a small gift or fun gadget, you can leave an extra impression. In any case, choose something related to your proposal, product, or service. For example, a mug with a one-liner that illustrates the solution for the customer or prospect, some samples or prototypes, or something personal based on your conversation. Like with the personal message, Cialdini's principle of reciprocity works here. Gifts are almost always met with a positive response. Just saying... And the beauty is that you can refer back to the surprise and then inquire about the proposal.
#5 Organize a Q&A session
Another activity is organizing a Q&A session. Personally, I think this is very effective because it positions you as an expert (Cialdini's Authority principle). An expert who is willing to invest time in answering questions. Let's say you provide implementation and adoption services for a new system and so far you have only spoken to the IT Manager. You know that your proposal will be discussed with the management team. A Q&A session for the management team will undoubtedly be well received. You can address questions and further explain your proposal. Send the invitation for a Q&A session approximately two days after sending the proposal. This gives the customer enough time to review the proposal and formulate any questions they may have.
Conclusion
The right follow-up activities can make a difference between a missed opportunity and a closed deal. By adding these activities to your proposal process, you increase your chances of successful agreements while building relationships with your customers and prospects at the same time. It demonstrates professionalism, involvement, and shows that you are willing to go above and beyond. So... bring on those successful long-term partnerships!
