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How to use digital adoption tools to make your sales follow-up meaningful

Add a personalized product tour to your follow-up emails with a digital adoption tool.

TL;DR

Digital onboarding tools are helpful, as they point out the strong points of your product and can increase usability and adoption.

In most industries, companies are competing aggressively for the attention of their prospects as they are approached in several ways by different vendors.

To stand out from the crowd, you must deliver more than they expect. With an interactive version of your product demo in your follow-ups, you can drive more prospects to convert into engaged paying customers.

In this article, you can learn about:

  • The power of follow-up in the sales process
  • Fear of follow-up: what is it and how to lose it for good.
  • Digital Adoption Platform: a game-changer in the sales process.
  • What are the benefits of using digital adoption tools in the sales process?

The power of follow-up in the sales process

Here’s where you stand: your prospect contacted you, scheduled a product demo, attended the demo, and is now deliberating.

Many times, they evaluate multiple solutions and make comparisons with similar products. Generally, they discuss it with their teams and stakeholders more or less effectively. 

The question is, how can you provide your prospects with more opportunities to present your product to decision-makers and the rest of the team?

You need to make sure your prospect has everything he needs to evangelize the product to the decision team. 

This becomes even more of a struggle in a remote environment. Give your follow-ups the potential they deserve.

Fear of follow-up: what is it and how to lose it for good 

Sales reps often believe that if they keep following up, they will be rejected by their prospects.

But this is not necessarily true. Following up with your prospects increases your chances of getting a sale by seven times!

Follow-up is essential for the long-term success of the relationship with your customer. 

There are three types of sales follow-up:

1. Sales follow-up to establish the customer’s need for your product or service.

2. Sales follow-up to gain feedback on your product or service.

3. Sales follow-up to get the customer to act on the initial sale.

Types of Sales Follow-up
“48% of salespeople never even make a single follow-up attempt.” [Hubspot]
“44% of salespeople give up after one follow-up call.” [Hubspot]
whereas
“80% of sales require 5 follow-up calls.” [Hubspot]

When preparing a follow-up, every salesperson has one major fear: the follow-up reason, the why, the question, the message, or, for some, the pretext.

Fear of rejection is the number one reason salespeople don’t follow up on leads.

Usually, this is due to a lack of proper training or the account overload of a sales rep. Instead of the 18 touchpoints needed to manage the pre-sale process properly, there are barely two [Hubspot]. 

“57% of people said they would be encouraged to make a purchase from a salesperson who doesn’t try to apply pressure or hassle them when following up.”[Advantexe]

So, how can you make the follow-up worthwhile for you and your prospect? How do you make your follow-up welcome and undeletable? 

The digital adoption tool is a game-changer in the sales process

Add real value to your follow-ups by providing an enhanced version of your demo: use a digital adoption tool to point out the strong points of your product, develop the relevant tour for your prospect’s scenario, and make it unique and memorable.

All with an engagement dimension. And let’s not forget about the analytics.   

I’m not saying this is the sales’ holy grail. The salesperson is. I’m suggesting that this is an incredible tool that you wouldn’t normally see in your follow-ups, but it’s quite effective.

I recommend creating your own tours. For that, you need a digital adoption tool that can be used even by non-technical people.

How can you create a web demo?

  • Use a DAP/DAS/product web walkthrough tool like Bytes Route to develop a web product tour that is relevant to your prospects. Bytes Route’s tool is a no-code tool, so you need zero coding skills to use it. You really can use it by yourself!
  • To make sure you have complete control over the web tour relevancy and that it stays with the right audience – the next step is to create a unique tour pinpointing the obstacles you identified during the demo.
  • Use the analytics to check the activity and behavior of your prospects in terms of accessing/running and how many times it has been run.

Good to know: Bytes Route has no limits in terms of web domains, subdomains, or web apps, no limits on web product tours created, and no limits on users (MAUs – Monthly Active Users) or tour assists (tours run by end-users).
  • At some point, you will find a pattern in your demos and you’ll be able to make your tours recyclable – with minimum alterations from one prospect to another. That’s when you will make your extra effort truly scalable.

Would you delete an email or a message driving you to your dedicated guided tour for a specific web product?

What are the benefits of using digital adoption tools in the sales process?

The benefits of using digital adoption tools in the sales process

Digital adoption tools are gaining popularity in the process of sales, especially for B2B companies. These conversion tools help to create an interactive environment that engages the customer and convinces them to buy your product.

There are many advantages to using digital adoption tools in the sales process. For instance,  helping you close the deal without any face-to-face interaction. This is because a lot of people nowadays prefer digital communication over offline communication.

So, what are the benefits of adding a product-guided tour to your sales and demo follow-ups?:

  • Eliminates prospects’ confusion about the features and benefits of your product.
  • Improves chances of closing the deal – your customer will be sure that by offering such a complex experience you will care about his onboarding as a client too.
  • Makes the sales follow-up more efficient by adding a new level of experience to your application.
  • Helps the prospect better present and evangelize your product to colleagues and decision-makers
  • You’ll know who’s taken the tour and how many times –  so you’ll be able to include the action in your leads scoring system and make your priority list and report more relevant.

Are you ready to include a digital adoption platform in your sales process?

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Bytes Route is a digital adoption tool designed for non-technical people to create no-code product tours for web applications.

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