The promptness and respect you show on a follow-up call reflects on you, your company, and your products. Never, ever be late with your follow-up call. Tip #5: Call on timeĭon’t start your relationship on the wrong foot. Keep a file of these articles because they can be used over and over again. Start looking on the web for articles of interest and value relative to your market, industry etc. Of course, this means you have to do some homework. This helps get you remembered and gives the client yet another reason to take your follow-up call. Why? Because you took the time to do something extra. This creates tremendous value even if the client does not open it. The article may be about your industry, the market, a product or better yet, something non-business related that you had discussed in your initial call. “John, in the meantime, here’s an article I thought you might enjoy, regarding…” Notice in the subject line there is a reference to an article. If the prospect senses an easy, informal, no pressure type of phone call, he is more likely to show up on time for that call. ![]() Often they skip out on the follow-up call because they are worried that they’ll have to make a commitment. In particular, notice the trigger phrase “… the next steps, if any.” The “if any” will help reduce some of the ‘stress’ or concern a first time prospect might have. ![]() Notice how the words echo those that were used when the follow-up was initially set. And then we’ll determine the next steps, if any.” We’ll review the proposal and I’ll answer any questions. “John, the call should only take 10 minutes. Your e-mail should confirm the date and time of the appointment and then briefly list your agenda: There is a hint that maybe the date and time has changed. Note that the subject line acts as a reminder, but it is vague enough that the prospect will probably open it. In the subject line, type: “Telephone appointment for August 16th and article of interest.” The day before your follow-up call, send an e-mail to your prospect to remind them of your appointment. Just be aware that an e-mail does not have nearly the same impact as a handwritten note. If you don’t think a card will get there in time, send an e-mail with the same note. And it gives the client a reason to be there when you make your follow-up call. It differentiates you and it gets you remembered. At some level, this registers in the client’s mind and creates a degree of “equity” in you. In today’s fast paced world, a handwritten card tells the client that you took the time and the effort to do something a little different. I look forward to chatting with you further on the 16th! Kind regards…” No more, no less. Handwrite a message on a small thank you card that simply says, “John, thank you for taking the time to speak with me today. After every call to a first time prospect, send a thank you card. Creating a deadline is a simple but extremely powerful tactic. ![]() If that doesn’t work, get them to establish a time and date. If this is not a good time, recommend another time. And what I would like to recommend is that we set up Tuesday, the 16th, at say, 8:45 to review it in detail and determine the next steps if any. “I’ll be glad to write up the proposal (quote, whatever) and e-mail it to you. All you need to do is simply ask for a follow-up date and time. Vague commitments from the prospects (“call me next week”) or the sales rep (“I’ll send the proposal and follow up in a couple of days”) result in missed calls, voicemail messages, and ultimately a longer sales cycle. Perhaps the single biggest mistake reps make is not establishing a specific date and time for the follow-up call at the end of their initial call. Here are eight tips to making a perfect follow-up call. So that’s why it is absolutely vital to have superb follow up strategies and tactics so that you can make the most of the moment. ![]() It’s here where substantive information is gathered and it’s here where the relationship begins to establish itself. It’s here where value truly begins to manifest itself. Typically, it’s the follow-up call that really gets the sales cycle rolling. In many ways, a follow-up call to a prospect is more challenging than a cold call. Make the most of your follow up calls and watch your sales grow. Having solid follow-up strategies and tactics will separate you from the dozens of other sales reps who call the same prospects as you. The follow-up call is where the relationship with your prospect begins.
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