Sales Hack: Patience and Follow-Up

Overcoming the Timing Obstacle

In the fast-paced world of SaaS technology sales, patience and follow-up are key to overcoming the most common obstacle to getting customers to switch software: bad timing.

Be in it for the Long Haul

Switching software isn't a decision made overnight. Acknowledge that now might not be the right time for your prospect to switch, and adopt a long-term approach. The timeline for closing these deals can range from 6 to 18 months. Instead of being discouraged, see this as an exciting opportunity to build a pipeline of high-value leads for the future. Use this time to build a relationship with your prospects. Get to know them better and understand their sales process. This investment in relationship-building will pay off when they're ready to switch.

Systematize Your Follow-Up

Consistent follow-up is crucial. Reach out to your prospects every month or every quarter via email or with a quick call. Staying on top of their mind in a positive way helps build trust and familiarity. Schedule regular follow-ups to maintain a presence in their decision-making process. Use sales pipeline management software to stay organized, especially if you're managing more than 100 leads.

"Just by following up consistently, you build a certain level of trust."

Be Ready When the Day Comes

When their current contract runs out or there's a change in their organization that lowers the barriers to switching software, they'll remember you. By maintaining regular contact, you've positioned yourself favorably. They already know and trust you, making the transition smoother. After months of investment, it's time for the right hook. Be prepared to close the deal when the opportunity arises, leveraging the relationship and trust you've built over time.

Wrapping Up: Long-Term Success with Patience and Follow-Up

Patience and consistent follow-up are powerful tools in SaaS technology sales. By adopting a long-term approach, systematizing your follow-up, and being ready when the timing is right, you can turn prospects into loyal customers.

Explore More Business Growth Hacks! 

Stay tuned for more tips and strategies across sales, marketing, and customer success designed to propel your business forward. Have a specific challenge? Send me an email at lisa.steele.a@gmail.com, and I'll cover it in an upcoming post!