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

Their ease is the reason that makes them so tempting to transport, but they don't provide whatsoever value to your heir-apparent. 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 fourth dimension even more than?

Of course, this doesn't hateful that you should stop following up with prospects — just that you put slightly more effort into it. Below are xxx things to reference in a follow-upwards e-mail likewise the obvious fact that you're checking in.

But Checking In Alternatives

1. Send actionable advice.
2. Send a how-to guide.
3. Point out business weaknesses.
4. Describe a potential opportunity.
5. Share a relevant industry article.
6. Respond on social media.
7. Answer a question on an online forum.
8. Reference a relevant blog post.
9. Send them a blog post from your visitor.
10. Recommend an upshot.
11. Invite them to a webinar.
12. Send them a client story.
13. Call attention to a competitor.
14. Bring upwards a common challenge your buyers face.
15. Send a 'Did this e-mail get buried?' e-mail.
16. Ask if they're still interested in achieving X goal.
17. Explain a blog post you lot're writing.
18. Mention a common contact.
19. Send a breakdown email.
20. Commend a promotion.
21. Share when a blocker leaves the company.
22. Notify when a C-Level executive is hired.
23. Congratulate a funding round.
24. Denote new task creation.
25. Explicate a new police force or regulation.
26. Check how things are going a month after implementing a competitor's production.
27. Check how things are going as their contract with a competitor is winding down.
28. Congratulate them on a recent visitor or personal announcement.
29. Send along an article that reminded you of them.
30. Let them know your squad has added a product characteristic they wanted.

If they never responded:

i. Send actionable advice.

Your letters should provide value to your prospects. Provide them with a brusque slice of actionable advice.

Example: "We see your business is trying to meliorate on Ten, we believe yous could do good from enacting Y for Z outcome."

2. Send a how-to guide.

Email them a longer how-to guide. And offer to follow up over a phone or video call if they're interested.

Example: "We have fastened 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 up an appointment for give-and-take if y'all're interested."

iii. Indicate out business weaknesses.

Send them a message nigh a weakness in their business that should be fixed, and offer assistance.

Example: "Your business concern has grown significantly over the last year, but that growth could be stunted past X weakness in your strategy. We'd like to schedule a coming together to offer you assist in working through the affair."

4. Describe a potential opportunity.

In your research, have you identified a potential opportunity for their company? Let them know. This will assistance you build a relationship as a trusted advisor with them.

Case: "Your business concern has more room to abound if yous explore 10 opportunities. We'd like to schedule a meeting to offer yous assist in optimizing your strategy."

5. Share a relevant industry article.

If you've establish an commodity that'south relevant to their industry or profession, transport information technology to them instead of saying "just checking in."

Instance: "Nosotros know your visitor is all about X, we idea you'd find value in this recent article analyzing the marketplace for it."

half-dozen. Respond on social media.

One of import tool y'all can utilize to connect is social media. Respond to something the prospect said on social media, and then follow up with more resources.

Instance: "Hullo! Nosotros saw your comment on X, not merely practise we have the answer you're looking for, but nosotros have some additional resources you'll find useful, as well."

7. Respond a question on an online forum.

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

Instance: "We saw your question about X and wanted to provide you lot with some resources y'all'd appreciate on the matter. If you need whatsoever more clarification, don't hesitate to reach out."

viii. Reference a relevant blog post.

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

Example: "I found your article to be so insightful to professionals navigating X, I learned so much more than nigh Ten from it yesterday."

nine. Send them a web log mail service from your company.

On the other hand, if your visitor recently published a blog postal service that'southward relevant to the prospect, send it their way.

Case: "We know your company is making waves in the X industry, and then we'd similar to share our contempo commodity with y'all to utilize as a resource for your mission."

10. Recommend an event.

If there'south an outcome in the prospect's area that's relevant to their industry or business, connect with them on that. Even if they already program to nourish, this is another style to rekindle the chat.

Example: "We received news of an event in your region for 10 industry professionals, we promise to see you there."

11. Invite them to a webinar.

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

Case: "You are cordially invited to join our visitor'southward latest educational event adjacent month, delight RSVP if yous're interested."

12. Send them a customer story.

Pass along a link to relevant press coverage of ane of your highest-profile customers. This gives them an instance of what'southward possible with your company.

Example: "Read our client success story with X and see how their profit grew Y% in a matter of weeks with our service."

13. Call attention to a competitor.

Bring their attention to something their competitor is doing well and ask how they plan to address it.

Example: "We see company 10 has been using Y strategy effectively this past quarter, how are yous planning to accost this recent evolution?"

14. Bring upward a mutual challenge your buyers face up.

Provide details most a mutual difficulty faced by your buyers. And enquire if the prospect is experiencing information technology.

Case: "In recent case studies we've establish that businesses in X tend to have difficulty executing Y, have you experienced a similar roadblock?"

xv. Send a "Did this email get cached?" email.

Motility your previous message to the top of their inbox past asking if they might have missed your last email. Be sure to include the contents of the previous email as well.

Case: "Did this email get buried? If then, here'southward the information I shared with you in the outset bulletin."

sixteen. Ask if they're still interested in achieving X goal.

Estimate their interest in achieving a goal you might take spoken nigh previously. Then provide a suggestion for how to get at that place.

Case: "I wanted to touch on base of operations with you to see if y'all're withal interested in achieving X goal. I accept some recommendations on how to get you lot in that location."

17. Explain a web log post you're writing.

Tell the prospect y'all're writing a blog post featuring manufacture experts, then inquire to quote them. Recall: You have to really write the mail service, of course.

Example: "I'm currently writing an article near X manufacture and the projection of Y in the next yr. I found your contact while searching for experts and would similar to enquire you for a quote on the thing if y'all're willing."

xviii. Mention a mutual contact.

Let them know you lot were just talking to [mutual contact], and they said such-and-such skillful things about the prospect and/or prospect's company.

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

19. Send a breakup email.

If the prospect has gone completely silent, transport a breakdown e-mail to close the loop.

Example: "I haven't heard back from you, so I'yard going to presume you've gone in a unlike management or your priorities accept changed. Let me know if we can exist of aid in the futurity."

If whatsoever 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 conclusion.

Case: "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.

Achieve out to a decision-maker after a blocker leaves the visitor. The road may be clearer for you to make a sale.

Case: "We think it would be a cracking time to discuss our product solution for your business amid contempo developments."

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

Reach out to a new C-level executive. High-level changes tin can indicate a change in strategy.

Example: "We take a new addition to our executive squad, here is an overview of the changes to come upon their arrival."

4. Congratulate a funding round.

Congratulate them on a funding circular. Having more resources normally ways growth, and growth means addressing priorities that weren't previously top-of-mind.

Instance: "Congratulations on your latest funding circular! This achievement will help your business reach new heights and innovate more in your mission to Ten."

5. Announce new job creation.

Enquire whether newly created positions relevant to your production reverberate new company initiatives — strategic shifts indicate changing needs.

Case: "With the contempo influx of X jobs, I wanted to enquire if your company was in need of a production to better serve this newly developed part."

6. Explain a new law or regulation.

Enquire how they're planning to respond to new legislation. A new police force or regulation could bear on their urgency.

Case: "Hello, due to the new legislation starting on (date) nosotros accept a resource bachelor to farther explain the touch on it will have on X industry."

If y'all lost the deal:

i. Check how things are going a month after implementing a competitor'due south product.

Just considering they began working with a competitor'due south product doesn't necessarily mean they're in dear with it either. Reach out to them to gauge their satisfaction or if they nevertheless could benefit from yours.

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

2. Check how things are going every bit their contract with a competitor is winding down.

With time passed, your old prospect could be looking for a new company. Reach out to them before they sign the dotted line to another.

Example: "I wanted to reach out to run across how business has been this past few months. Our visitor would honey to schedule an engagement to demonstrate our production's new capabilities if yous're looking for a better investment."

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

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

Case: "I wanted to personally congratulate you and your organization on reaching X milestone!"

4. Ship along an commodity that reminded you lot of them.

This is some other way to rekindle a conversation you began before. It also permit'south them know you're attentive to their words and worth their time.

Example: "Adept morn, I came beyond an interesting article that reminded me of a previous conversation we held about X. It may show useful in your day-to-24-hour interval operations."

v. 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 10 feature and was unable to be fulfilled, then I wanted to reach out to allow you lot know it'south now bachelor. Please allow me know if you're nevertheless interested."

Times You Should Send a "Just Checking In" Email

Of grade, every dominion has an exception. If you've already started a sales procedure, there are many scenarios that could warrant a "just checking in" email. Commonly, withal, these scenarios take two things in mutual:

• Your prospect fabricated a commitment to do something and hasn't washed information technology, or has gone dark.
• An e-mail or phone call following upwards on whatsoever of these situations should presumably be focused on that missed commitment — it'southward not simply a generic check-in.

Any or all of the following situations all but necessitate a "just checking in" telephone call or email:

1. If they told you to reach back out in X days/weeks/months
2. If they went dark after a call
3. If they didn't show upward 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. If they started a product trial but you lot haven't heard back on their progress

Information technology's important to note that there will be times where you shouldn't "just check in" — and that'southward when they aren't bodily qualified prospects, or when they take clearly asked to end communicating.

Bank check In with a Purpose

The dominion of pollex for "only checking in" emails is substantially 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 retrieve of a single legitimate reason to follow upward that would be benign to your prospect, don't. Spend your time crafting more helpful emails, and your prospects (and your quota!) volition thank you for it.

Editor's note: This post was originally published in March 2019 and has been updated for comprehensiveness.

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Source: https://blog.hubspot.com/sales/just-checking-in-follow-up

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