Follow-up call is an essential part of sales cycle. It is more challenging than a cold call because sometimes in a sales follow-up call, you are short of options. However, a sales follow-up call has the power to establish a relationship with the prospect. So it is important to make the most out of it.
Sales follow-up calls are critical to identify interested parties & to establish a long lasting relationship with your prospects
Here are some tips on sales follow-up calls to make yours perfect.
Set time for the follow-up
Most of the sales reps make a mistake of not establishing the commitment for the next contact with the prospect. You had a great initial call with the prospect, right? But before ending the call, did you ask for a follow-up date and time? Like “I will send you the proposal tomorrow at 9:00 AM”. This looks simple but it is a powerful tactic and will help you get a shorter sales cycle.
Say Thank You
Differentiate yourself from other sales reps and do something that will make a positive impact on the prospect. Sending an email with a thank you note will leave a good impression on your prospects’ minds. And on your next follow-up, the client will have a reason to be there. This seems like a simple thing but ignoring it will make your follow-up difficult.
Don’t forget to send a reminder
So you have a scheduled follow-up call for tomorrow on your calendar. What you need to do today is to send a reminder email to your prospect. Confirm the date and time and briefly list the agenda for the next sales follow-up. In the meantime, you need to do your proper homework on what you will discuss with your prospect and how will you get your prospects’ commitment for the next appointment.
Sales follow-up should be focused, and with a specific purpose
You cannot be late
Now everything went quite well so make it better by calling your prospects on time. Don’t make them wait for your follow-up call. This puts a positive impression of your company on the prospect mind.
Sales reps make blunders make sure you’re not one of them
Avoid starting off with common statements like “I wanted to make sure you got my email, or If you have reached a decision”. There is nothing wrong with commonly used statements but by using them, your prospects will perceive you as another sales guy trying to sell your product. Think of what you can say instead of those routine sales statements. Always remember whatever you said in a cold call and what’s next is to discuss in this sales follow-up. For example, “Chris, this is Mike from Fileboard. When we spoke last time you had concerns about live meeting option. So now I am here to help you out on that”. You should be polite and professional at the same time.
In a sales follow-up meeting try to be humble and come with answers.
And remember many salespeople try so hard to catch on the prospect. Avoid this formula and make some gaps in contacting your prospects. Don’t just contact every other day. You can always have space of a day or two in touching base with your prospects.
By using these tactics and adding more positive things to it will make your prospects think that you’re really concerned about helping them out instead of just selling your offering.
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