Sales follow-up calls are an essential part of the sales process, but they can be challenging to master. Many sales representatives think that a follow-up call is just a chance to restate their offer and hope for a better response. However, if you want to have a successful outcome from your follow-up call, you need to use specific techniques. In this blog post, we will discuss what a sales follow-up call is and how you can use specific techniques to get the most out of them!
Get commitment for the follow-up: A rookie mistake when discussing a follow-up call is not getting a commitment scheduled ahead of time. If you do not have a specific date and time for the follow-up call, your prospect will likely forget about it or push it off. When you are scheduling the initial meeting, be sure to get a commitment for the follow-up call.
Set objectives for the call: What do you want to accomplish during the sales follow-up call? It is essential to have a clear understanding of your objectives before starting the call. This will help you stay focused and on track during the conversation. Some possible objectives for a sales follow-up call include getting feedback on your proposal, addressing any concerns raised during the initial meeting, and confirming that the prospect is still interested in working with you.
Build equity and be remembered: Building equity with your prospect during the sales follow-up call is essential. This can be done by asking questions about their business, showing that you have researched their company, and demonstrating your knowledge of their industry. You want to be sure that you add value to the conversation and that the prospect remembers you after the call.
Remember to e-mail a reminder and an agenda for the meeting: This is probably the most important tip for a successful sales follow-up call. You should always send an e-mail reminder to the prospect before the call, and be sure to include an agenda of what you will be discussing. This will help keep the prospect focused on the discussion and ensure that you can cover all of your objectives.
Call on time: Don’t be late for a sales-follow up call. The moment you start showing visible gaps in your commitment to the sales process, your customer starts doing the same. If you are running late, always call the customer to let them know and give them the option to reschedule.
Don’t make it all about you: The sales follow-up call is not an opportunity for you to talk about yourself. It is essential to focus on the prospect’s needs and how you can help them achieve their goals. Remember that your ultimate goal is to build a relationship with the prospect and earn their trust.
Get out of the cliches: If there was ever an underrated art, it’s the art of opening a sales follow-up call. Most people start with the basic, “I am calling to follow up on the proposal.” or something like “I was wondering if you got my e-mail.” Cold openings like these show a lack of creativity and effort. If you want to stand out, try something different. Get creative with your opener and avoid cliches at all costs.
Build-up towards a strong opening statement: After you have built some rapport with the prospect, it is time to deliver your opening statement. This is your chance to make a strong impression and grab the prospect’s attention. Your opening statement should be concise and direct. It should explain why you are calling and what you hope to accomplish during the call.
Keep the conversation flowing: Once you have made your opening statement, it is essential to keep the conversation flowing. Ask questions about the prospect’s business, goals, and challenges. If any objections were raised during the initial meeting, address them head-on. The goal is to keep the prospect engaged in the conversation so that you can build a relationship of trust.
Prepare for objections: One of the most challenging parts of a sales follow-up call is dealing with objections. It is essential to be prepared for common objections ahead of time to address them quickly and effectively. Some common objections include price, timing, and scope. By preparing for these objections in advance, you will be able to overcome them more quickly and move on with the sale.
End with a clear next step: A sales follow-up call aims to move the sale forward, so it is essential to end the call with a clear next step. This could be setting up another meeting, sending additional information, or scheduling a demo. Whatever the next step may be, make sure that it is clear and you have a commitment from the prospect.
A sales follow-up call is a crucial step in the sales process. By following these tips, you can master the sales follow-up call and increase your chances of success. Remember to always send a reminder and a plan before the call, focus on the prospect’s needs, and be prepared for common objections. By ending the call with a clear next step, you will be able to move the sale forward and ultimately close more deals.