Tip #7: Build a follow up opening statement that gets through the clutter.
There are 4 simple steps to creating that pizzazz. First, introduce yourself using your full name. Second, give your company name. Okay, so far it’s pretty obvious but Step #3 is where you differentiate yourself.
Remind the client why you are calling; remind your client what prompted the follow up call in the first place. This means going back to your initial call/visit and reminding the prospect of the “pain” or the “gain” that was discussed or hinted at in your previous call. For instance,
“Jerry, this is Jim Smith calling from A-Z Company. Jerry, when we met last week, you had two concerns. First, you indicated that you were concerned about the value of your current home. Second, you were looking for info from other vendors in this area, but were having a hard time finding another one that fit your all of your needs. Has anything changed?”
It is very important that you make sure and ask this question, “Has anything changed?” In case he found another viable vendor, sold his house, or got laid off from his job. This will make sure that the topic of conversation stays relevant.
Jim reminds Jerry why he agreed to this call. He does this because he knows that prospects are busy; that they forget; or that the urgency of last week may not seem so urgent this week. So he scratches at the scab. Remind your client of the irritation and the move on to Step #4, the agenda:
“What I would like to recommend at this stage is two things. First, we discuss where you are at with your current home and second, we’ll take a closer look at your requirements. Then we’ll determine the next steps, if applicable. Is that fair?”
Clients like a clear, concise agenda. They want a sales professional who is organized and doesn’t waste their time. They want someone to takes control and move the call forward. This gives them confidence.
Finally, notice how the sales professional repeats a theme that he established in the first call and in his follow up e-mail. He indicates that they will “determine the next steps if applicable.” It’s a nice touch and reduces client resistance.
Hope this weeks tip helps in your follow up. Leave a comment & share your tips to follow up success!
Devin
Catalyst Consulting 