Do you struggle to follow up with people even though you know you can help them? No one wants to feel like they are being pushy and a pesky caller. Here are 3 steps to bring you sales follow-up success and most importantly, have you wanting to do it! A “sales follow-up” is simply calling someone to follow up from a meeting you have had, a suggested contact or proposal that you have given someone. Here are some 3 simple sales follow-up steps that will have you quickly on the road to more business and more customers. The number one reason that people feel uncomfortable when following up with someone is that they don’t want to interrupt or annoy them. This is simple to solve. At the end of every meeting or phone call, use these 3 simple steps:
Sales Follow-up Success – Step 1:
Review the call and actions for each person.
This allows you to make sure that both parties have understood the conversation, the problem, potential solution and actions. Most importantly, you leave the meeting clear about what everyone has agreed to do.
Sales Follow-up Success – Step 2:
Establish a time when you will get your action done.
Setting a time for when you are going to deliver on your actions is vital in building reliability and trust. This way, you have said what you are going to do and then when you do it, you are seen as being reliable. The funny thing about reliability is that if you don’t set a date, then the client still sets one in their head. And if you miss it, then they will think of you as unreliable.
Sales Follow-up Success – Step 3:
Set a time to follow up.
The BIGGEST mistake that people make is not to set a date and time to follow up. The reason this is so important for you is that once you have agreed with your client, then chances are you will do it. They are expecting you to; hence, you are compelled to call. Setting the date and time is also important for your client, because it gives them an opportunity to give you context. For example, you may suggest to call next Tuesday but they are away that day. By following this 3 simple steps, you will be more successful at getting through to people AND this will help you feel more confident in sales.
Example: This is what a wrapping up of a conversation might sound like:
“Well thanks Bob for meeting me today. I really enjoyed our meeting. Just so we are both on the same page, would you mind if I went through a quick review and next steps?” “That would be great – thanks, Fran.” “I said that I would get you a proposal based on our discussions. I will be able to get that to you on Wednesday – is that okay?” “Yes, Fran. That’s perfect. I have a board meeting on Thursday that I need it for.” “Great. Given your board meeting is on Thursday, would you like me to call you on Friday to see how things went? What time is best?” “Yes. 10 a.m.” “Thanks Bob – speak then.” See how this goes in your next meeting. For the love of selling, Fran
