BDR follow-up is essential for the success of any business. The quicker you follow-up, the higher your chances are of closing the deal with ideal customers.
According to one research study, about 78% of customers prefer to buy from a business that responds to their queries first.
To engage your prospects and follow up with them to turn into loyal clients, you must understand some best practices for BDR follow up.
What is a BDR?
BDR stands for Business Development Rep which is a sales rep whose key focus is to generate qualified leads using different strategies. Typically, a business development rep is the very first contact point for a potential customer. A BDR will approach the potential customers through email, phone, or any other mean after identifying them through their own research or customer’s approach.
In a nutshell, a successful business development rep is the key to set more qualified appointments as well as lead nurturing that will ultimately convert to business deals.
Best Practices for BDR
1. Structure Your Day
One of the BDR best practices is to figure what tasks you have to perform throughout your day and then stick to those. Prepare a to-do list or calendar and box out your different tasks as per priority level.
Be flexible when you are structuring your day. Make sure to keep changes in your day structure whenever needed. Even more, don’t be afraid to introduce new things if these can benefit you and make you more productive.
2. Be Respectful
Following up on your potential customers or prospects is not as tricky as most people think. It is because, during the process, you are at the point where lead is warm as well as the interest of the person is here. So, all you need to do here is initiate a positive conversation that is genuinely meant to hold the attention of your potential prospects and can push them forward gently to make the decision.
To initiate a positive conversation with your potential customers and take them to the final decision, here are some of the most important things you must consider:
- You have to do your due diligence and keep your questions ready to ask.
- Make sure to prepare yourself to listen to your potential customers as well.
- Listen to the concerns, suggestions and any other thing carefully which is coming from your prospect.
- Try to figure out what your potential prospects are up to and then suggest the best solutions accordingly to make their lives easier.
Don’t forget to be respectful towards your prospect during the conversation.
It is because when you respect your potential prospects, your conversations are going to resonate better. Even more, there is nothing more important and effective to turn your prospect into a customer than providing them memorable advice from the industry expert. More particularly, when it’s specifically made for the specific situation of the customer.
Overall, providing an instant follow-up to the concerns and questions of potential prospects is an effective building block to ensure a long-term relationship as it shows that you value your customers and respect their needs and opinions at the same time. Ultimately, you will earn their trust.
3. Use Templates
Undoubtedly, you use various reports as one of the effective BDR best practices. However, sending the same style of message over and over again is just a wastage of your time. However, relying on templates can be an easier and more effective way to stop this tedious work and convert it into something more fruitful.
However, to make the most out of your emails, don’t forget to use a personalized approach while reaching your potential customers.
4. Work Smart
Being a successful business development rep is not all about the volumes of follow-up emails you are sending or the calls you are dialing. Instead, it is all about being tactical and working smart. For this, you must perform extensive research to know the in and out of your potential customers.
There are numerous platforms such as LinkedIn, Twitter, etc. are available to know about your potential prospects. With these platforms, you can get to know about various aspects of your customers, from their interests to their professional background and much more. So, ensure to utilize this information and move forward accordingly.
5. Be an Expert of Your Product
As a Business Development Rep, you are the face of your business. Do you want to know how? Well, in most cases, you are the only or the first person your company prospects will interact with. So, you have to be an expert on your service of the product. You must know in and out of your product just like the back of your hand. It is because your prospect is going to see your service or product through you.
Therefore, this is one of the BDR best practices you must consider.
Do you want to know how to be an expert on your product more effectively? Here are some of the best tips to consider in this regard:
- Put some extra effort to visit and know the different aspects of your business, including marketing, product, customer success, product engineering, and more. This will let you understand more aspects of your product with ease.
- Try to spare some time and meet a more expert business development rep to become a successful business development rep.
- To get firsthand experience of your product, try to use it personally, if possible.
So, these are some of the best business development techniques which must be a part of your successful BDR follow-up strategies. Make sure to utilize all this information to make the most out of your time and efforts with ease.