Hey sales folks! I’m starting an 8-part series where I’ll be sharing brief follow up tips. There’s a cadence, skill, and best practices to improve your conversion rates when it comes to following up with prospects.
Most of these tips can be applied to both B2C and B2B customers- but may need a few slight tweaks.
As always leave a comment!
Tip #1: Get commitment for the next step.
Perhaps the single biggest mistake sales professionals make is not establishing a specific date and time for the follow up call at the end of their initial call.
GET A CLEAR NEXT STEP!
Vague commitments from the prospects like “call me next week” or from the sales professional “I’ll send the proposal and follow up in a couple of days” result in missed calls, more voice mail messages and ultimately a longer sales cycle.
Time kills deals…do not let them delay. All you need to do is simply ask for a follow up date and time. If you are concerned about this, ask your prospect “I should put the appointment in pencil, or in pen?”
Stay in control of this step, as if you fail here, the prospect will take control and you will never be able to regain it!
Catalyst Consulting 