My previous venture had some of the largest enterprises as its customers - the State Bank Group, Kotak Group, HDFC Group, ICICI Group, Aditya Birla Group, Bajaj Group, etc.
If you ask me - what is that one thing that helped us close so many large clients, then I'd say, it was persistent follow-ups.
Don't be too aggressive in your follow-ups else you might end up irritating the prospect. But definitely try and build touch points by sharing updates about your new features, new product launches and most importantly, about other clients that you've onboarded in the same industry.
Some of our prospects bought from our competitors and 2 years later called us to replace them with us. That's the power of follow-ups. While your Sales Team might help you with this, as a CEO, you should be the one who's leading this.
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