Author: Devin Brady

20+ years as a sales leader/trainer/coach/manager- father & husband. I simply enjoy the continual pursuit of learning to help gain the edge in all facets of business and sales success. What I learn that works, I like to share. You are invited to join in on the journey by subscribing and by sharing your comments. Thank you for visiting!

Follow Up Tip #3

Tip #3: Stand out.

Here is another helpful tip. After every call/visit to a first time prospect, send a “thank you” card. Handwrite a message on small thank you card that simply says, “Jerry, thank you for taking the time speaking with me today. I look forward to our next conversation on the 16th. Enjoy the day!”   No more, no less.

In today’s fast paced world, a hand written card tells the client that you took the time and the effort to do something a little different. They will feel important. And if you are in competition with someone else for this persons business, this will allow you to set the bar. At some level this registers in the client’s mind and creates a degree of “equity” in you. It differentiates you and it gets remembered. And it gives the client a reason to be there when you make you follow up call.

If you don’t think a card will get there in time, send an e-mail with the same note. Just be aware that an e-mail does not have nearly the same impact as a handwritten note.

I hope this tip helps you in your follow up this week! As always leave a comment.

Devin

Follow Up Tip #2

Tip #2: Assign homework to both you and the prospect.

I think that one of the reasons that sales professionals do not follow up as well as they would like is that they don’t know what to talk about next.

Consider this: The National Sales Executive Association did a study and found that, “80% of sales are made on the fourth to sixth contact.” When I share this with sales professionals, they are immediately taken back.

Usually, they talk about how long follow-up takes and that they don’t want to be labelled a “stalker”. But I contend that if every time you communicate with your prospect, you either give them homework, or have homework for yourself, you will further engage the prospect and they will be looking forward to taking your call the next time. You become the trusted consultant and not the “pesky salesperson”!

I hope this tip helps you in your follow up this week! As always leave a comment.

Devin

Follow Up Tips

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!

Don't Quit

When things go wrong, as they sometimes will,

When the road you’re trudging seems all uphill,

When funds are low and the debts are high,

And you want to smile, but you have to sigh,

When care is pressing you down a bit,

Rest, if you must, but don’t you quit.

Life is queer with its twists and turns,

As every one of us sometimes learns,

And many failure turns about,

When he might have won had he stuck it out;

Don’t give up though the pace seems slow,

You may succeed with another blow.

Success is failure turned inside out,

The silver tint of the clouds of doubt,

And you never can tell how close you are,

It may be near when it seems so far;

So stick to the fight when you’re hardest hit,

It’s when things seem worst that you must not quit.

-Author Unknown

10 Tips for Success on the Phone

My current sales team has worked predominantly on an inbound lead system, however due to the current stay-at-home environment we have pivoted to reaching out to customers proactively. We’ve come together as a team and have scheduled daily call blasts and what this has reminded me of are the skill sets necessary to have success on the phone.

It’s not an entirely new muscle, but one that most of my team haven’t worked in a while. In re-engaging in this activity I have compiled these 10 Tips for Success on the Phone as a quick reminder of a few simple things to remember.

New dog, old dog, same tricks!

I’m constantly amazed in the advancement of technology over the years and how that’s changed much of the selling landscape. From social media, CRM, SaaS tools, automated voicemail, automated texting, and the list goes on. Technology has provided efficiencies at scale, but to some degree has distanced ourselves from the point-of-contact with customers and prospects.

I see salespeople negotiating contracts via email, and worse; using text messaging. Witnessing salespeople rely on automated outbound messaging services to generate interest will never supplant the effectiveness of picking the up the phone and actually making contact with a customer.

I find myself talking to my sales team about getting back down to the basics. Picking up the phone and making contact happen. Engaging customers and prospects on a daily basis. If you’re in a business that predominantly works with inbound leads, picking up the phone and making contact could be what separates you from a competitor and elevates you in the mind of your potential customers.

What are some the phone effectiveness tips that your being reminded of recently? Don’t hesitate to share, hit the like button if you’ve found this helpful.

Here’s to you earning your next sale!

Devin

Are you sitting down?

“Every day is easy in sales”

-no one ever

There are some that feel, or have been told, there’s nothing much we can do about this current situation. Many days over the past few weeks I feel like the little boy who kept standing up in his front car seat. Finally, exasperated, his mother swerved the car over to the shoulder of the road and yanked the little boy down in the seat, fastening him up in his seat belt. The little boy pouted and then after a minute snapped at his mother, “I may be sitting down, but in my heart I’m still standing up!”

I identify with this feeling. This situation has us sitting down, but in my heart, I’m still standing up!

Who’s standing up with me, taking action, working daily to find find a path toward your goals?

I challenge you to find a way to change things at every opportunity!