Follow-ups are crucial. Agree? Disagree? Come on… impossible to disagree. 🙂 However, there’s a fine line between being persistent and becoming a nuisance. Instead of reaching out with generic “following up” messages, why not use free tools to add value at every touchpoint? This approach not only strengthens your relationship with prospects but also positions you as a knowledgeable and helpful resource. Here’s how to do it.
The Principle of Positive Social Debt
Before diving into specific tools, it’s essential to understand the concept of social debt. In networking and sales, the idea is simple: always give something of value in your interactions. This creates a sense of reciprocity and builds goodwill. When you consistently provide value, prospects are more likely to respond positively and remember you. This principle is not just about being generous; it’s a strategic approach to building lasting relationships.
Leveraging Free Tools for Value-Added Follow-Ups
Here are some powerful, free tools you can use to ensure your follow-ups are always value-packed:
1. Feedly
Feedly is a powerful news aggregator that allows you to stay updated on industry trends, competitor news and thought leadership. By setting up a Feedly account and subscribing to relevant feeds, you can share insightful articles, blog posts, and updates with your prospects. This not only keeps them informed but also shows that you are on top of industry trends. Feedly’s user-friendly interface lets you organize your content into various categories and boards, making it easier to find and share relevant information quickly. Additionally, Feedly integrates with other productivity tools like Evernote, Trello, and Slack, which can streamline your workflow.
2. Google Alerts
Google Alerts is a versatile tool that can be used to monitor the web for specific keywords or topics. Set up alerts for your prospect’s company, industry, or even their achievements. When something noteworthy comes up, share it with a personalized note. This demonstrates your genuine interest in their success and keeps you on their radar in a meaningful way. Setting up Google Alerts is straightforward. You simply enter the keywords you want to monitor, and Google will send you email notifications when new content related to those keywords is published. This ensures that you are always up-to-date with the latest developments that matter to your prospects.
3. Google News
Google News is another excellent resource for finding and sharing timely content. Customize your news feed to focus on the sectors your prospects operate in. By sharing relevant news articles, you position yourself as a well-informed partner who brings valuable insights to the table. Google News allows you to follow topics, sources, and even specific regions. This level of customization ensures that you receive a broad spectrum of news, from industry-specific updates to global trends. Sharing articles from Google News shows that you are not only knowledgeable but also actively engaged in the industry landscape.
4. Pocket
Pocket is an indispensable tool for saving and organizing content that you can later share with your prospects. With Pocket, you can save articles, videos, and other content from the web to read later. This tool is perfect for busy salespeople who come across valuable content but don’t have time to read it immediately. Pocket’s browser extension makes it easy to save content with just one click. Once saved, you can tag and organize your content into different categories, making it easy to find and share later. Additionally, Pocket’s recommendation feature helps you discover new content based on your saved items, ensuring that you always have fresh, relevant material to share with your prospects.
Aggregating High-Quality Content
In addition to the tools mentioned above, using content aggregators can help you find and share high-quality content consistently. Aggregators pull together articles, blog posts, videos, and other content from various sources, making it easier for you to stay informed and share valuable insights.
Flipboard allows you to create personalized magazines by selecting topics, publishers, and influencers you want to follow. This tool is highly visual and user-friendly, making it easy to browse and share content. By creating a magazine specifically for industry news, you can keep your prospects updated with the latest trends and developments.
Alltop
Alltop aggregates the latest headlines from popular websites and blogs in various industries. You can customize your feed by selecting the topics and sources that matter most to you and your prospects. Sharing content from Alltop shows that you are well informed and proactive in staying current with industry news.
High-Quality Market Research and Insights
Accessing reliable and insightful market research can significantly bolster your follow-up strategy. Organizations like the World Economic Forum, International Monetary Fund (IMF), World Bank, McKinsey & Company, and PricewaterhouseCoopers (PwC) regularly publish reports and white papers on various industries and global economic trends. These resources are invaluable for understanding the broader market context in which your prospects operate.
World Economic Forum (WEF)
The World Economic Forum offers a wealth of reports on global economic issues, industry-specific challenges, and future trends. By sharing relevant WEF insights, you can provide your prospects with a broader perspective on the challenges and opportunities they face, positioning yourself as a thought leader in your field.
International Monetary Fund (IMF)
The IMF publishes extensive reports on global financial stability, economic growth, and policy recommendations. These reports can be particularly useful if your prospects are affected by global economic trends. Sharing insights from the IMF can help you address concerns about market volatility and economic forecasts.
World Bank
The World Bank provides detailed reports and data on economic development, poverty reduction, and global trade. These resources can be extremely valuable when discussing market conditions and investment opportunities with your prospects. By leveraging World Bank insights, you can add depth to your conversations and demonstrate a comprehensive understanding of economic drivers.
McKinsey & Company
McKinsey’s extensive library of industry reports, case studies, and research articles offers deep insights into market trends, competitive strategies, and operational improvements. Sharing McKinsey’s findings can help you provide actionable advice to your prospects, enhancing your credibility as a knowledgeable consultant.
PricewaterhouseCoopers (PwC)
PwC’s reports and white papers cover a wide range of topics, including digital transformation, regulatory changes, and industry-specific challenges. By sharing relevant PwC content, you can help your prospects navigate complex issues and make informed decisions.
Leveraging YouTube and TED Talks
Video content is another powerful way to add value to your follow-ups. Platforms like YouTube and TED offer a wealth of educational and inspirational content that can be highly relevant to your prospects.
YouTube
YouTube channels such as Harvard Business Review, Bloomberg, and TechCrunch provide in-depth analysis and updates on various industries. Sharing relevant videos from these channels can offer your prospects fresh perspectives and actionable insights. Additionally, YouTube’s algorithm can help you discover new and trending content that may be of interest to your audience.
TED Talks
TED Talks feature experts and thought leaders discussing a wide range of topics, from technology and innovation to leadership and personal development. Sector-specific TED Talks can provide valuable insights and inspiration to your prospects. By sharing TED Talks relevant to their industry or challenges, you can stimulate meaningful conversations and demonstrate your commitment to their professional growth.
The Habit of Sharing Quality Content
Developing the habit of sharing quality content with your prospects is essential for building and maintaining strong relationships. This habit goes beyond just the tools you use; it’s about adopting a mindset of continuous learning and value creation. Regularly sharing relevant and valuable content demonstrates your commitment to helping your prospects succeed. It positions you as a trusted advisor who is genuinely interested in their success, rather than just someone trying to make a sale. This approach can significantly enhance your reputation and increase your chances of closing deals.
Conducting Market Research
Understanding the market landscape your prospects operate in is crucial. Utilize free resources like industry reports, white papers, and market analysis available from credible sources. Share these insights during your follow-ups to demonstrate a deep understanding of their business environment and challenges. This approach positions you as a valuable consultant rather than just a salesperson.
Adding Value at Every Stage of the Funnel
Whether you’re in the initial outreach phase, nurturing a lead, or closing a deal, always aim to add value. Here are some tips:
- Initial Outreach: Personalize your messages with relevant industry insights or recent news about their company. For example, if you know a prospect’s company recently won an award, congratulate them and tie it into how your product or service can help them build on that success.
- Nurturing: Share educational content, such as white papers, e-books, or webinars that address their pain points. For instance, if a lead is struggling with a specific challenge, send them a relevant case study or an article that offers solutions.
- Closing: Provide case studies or success stories that illustrate the benefits they can expect from your product or service. Show them how others in similar situations have succeeded with your help.
By consistently providing value at each stage, you build a stronger relationship with your prospects and increase the likelihood of closing the deal.
Using free tools to share valuable content not only enhances your follow-up strategy but also positions you as a knowledgeable and helpful resource. By leveraging tools like Feedly, Google Alerts, Google News, Pocket, and content aggregators, you can ensure that your interactions are always value-driven. This approach fosters stronger relationships and demonstrates your commitment to your prospects’ success, ultimately leading to better sales outcomes.
