Article: How to Follow Up and Get Through

6th Septepmber 2018 | By Frances Pratt

Sales Follow Up

How to follow up must be easily one of the most frequent questions I get.  I wanted to explain why you hate it so much and what to do about it.

Why you hate following up:

I'm going to be a little brutal here... It is your fault that you are in this situation of not wanting to pick up the phone.  You hate following up because you havent organised the next contact with your potential client.

So ... when you go to call ... you feel like you are intruding, you worry that they won't want to hear from you or they will think you are a pest.

How to LOVE following up:

You are going to kick yourself ... it's really a very simple change that will make the world of difference in your business.

When you are talking to a potential or existing client, simply organise the next time and date that you will go.  This is such a powerful change because when you do this you have an agreement with your client; you have permission to call.  So when you go to call them you feel differently, you feel confident because you have an arranged time.

The Follow Up Series:

First call:

Your strategy for this call is You, Me and the Next Step.

You = talking about them

“Hi Bob, calling as we discussed in our meeting. 
I remember from our meeting you were keen to …
I think the proposal stepped that out for you.
Let me know your thoughts on the proposal.”

Me = How you can help them do what they want

‘So Bob, what I’ve heard you say is …..
How we would do that is ….
Does that make sense?”

The Next Step = what’s the next step for this buying process

“So the next step from here is to ….
How does that sound?
Great …. I will <list next steps>
Looking forward to speaking with you again then.”

If you get VoiceMail:

 “Sorry to miss you for our 10am minute, I know that sometimes meetings run over, so I will give you another call in 15 minutes.”

Second Voicemail:

“Sorry I missed you again.  I know that days and appointments can go array.  I will do two things.  I give you another call (next date and time > probably next day or 2 days) will send you an email with some suggested times so you can respond.”

Second call:

Use the same format from above.

Third Voicemail:

"Sorry that we keep missing each other.  I am going to send you another email to work out the next best time to connect with you. "

How many times do you call?

I would typically leave 6-7 voicemails and a couple of emails.

The Last call:

This is the call that ends the follow up series.

“Hi Bob, just wanted to leave you one last voicemail. 
I wanted to say thank you for your time and for considering our services.  I am assuming that this isn’t a priority for you in your business right now, and I understand that.
I wanted to let you know that this is the end of my Voicemail Series.
Thank you again and wishing you all the best in your business … and if in the future there is something that we can help you with, please don’t hesitate to get in touch.”

The bottom line:

In the dance of sales ... you are the leader and so you owe it to yourself and your client to take the lead and let them know what the next steps are.  Then the doing of them is so much easier.

I would love to hear your experiences.  Share away!

For the love of sales,
Frances!

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