Sales Follow-Up Do's and Don'ts
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Learn tried-and-true techniques for following up with sales prospects, while avoiding mistakes that result in the loss of a potential sale.No product sells itself. Sales is a profession and salespeople are professionals. Everything professionally-trained salespeople do and say is purposeful and intentional. That does NOT mean scripted, quite the contrary, in fact, but NEVER mistake professional sales for 'off the cuff' conversation. Genuineness and sincerity are at the heart (or at least should be) of what professional salespeople communicate. 'How' they say things, 'when' they say things and 'what' they say are crucial to building trust and long-lasting, meaningful relationships with clients. A salesperson's blueprint to suspecting, prospecting, approach, fact-finding, and presenting options is based on subject matter expertise AND how well they have built rapport with their prospective client. Their genuine connection to their client and deep understanding of their client's needs is what transforms a sales transaction into an advisory relationship. Are there do's and don'ts for this process? You bet. Are there do's and don'ts to following up with a suspect, prospect and (hopefully) client? Of course. Sifting and sorting suspects and following a systematic process to get them to taking action is simple, but not easy. To achieve success in this field, a sales professional must be willing to work as much on themselves, interpersonally, as they do on their system. Professional salespeople leave nothing to chance. This topic will help you develop your own personalized sales process and learn how to speak and act with purpose, meaning, and sincerity to build a real client base.
AuthorsAnthony Vultaggio, CLU, CHFC, Obsessive Consulting
Proper Time to Follow up
• Love What You Sell
• "No China Eggs"
• Factors That Lengthen or Reduce Time Between Contact
- Profession, Travel, Temperament, Relationship, Sales Cycle
How Many Times Should You Call Back?
• How Often Can You Get Away With It?
• Voice Mail Best Practices
How Much Time Between Each Contact
• Transaction vs. Relationship Sales
- No Such Thing as Quality Time
- Quantity Breeds Familiarity
- Meaningfulness and Depth of Conversations
- Key Moments
What to Say When You Reach Voice Mail
• State Your Purpose or Risk the Relationship
• Deceptive Practices Break Down Relationships
• Win the War, Not the Battle
How to Determine an Objective for Each Call
• Know Your Goal for Each Stage of the Sales Process
- Relationship Building
- Fact Finding
- Quantity Time
- Measuring Temperature
- Due Diligence
• Be Disciplined in Your Approach
- Stick to the Goal
Adding Value With Each Contact
• Know Your Prospect
- What Do They Like?
- What Do They Need?
- What Makes Them Feel Serviced?
• Know Your Category/Industry
• Have General Knowledge
• Have a Rich Referral Base of Complementary Resources
Developing a Soft Touch Marketing Campaign
• Take a Page From Machiavelli's Way - Be Visible
- Watering Holes
- Sporting Events
• Maintain TOMA (Top of Mind Awareness)
- Emails, Flyers, Brochures, Published Articles, Social Media
Determining the Prospects' "Sweet Spot"
• Use the CRM to Store Important Information
- Work on Your Memory for Important Information
- This Is Where Authentic Connections Happen
• Flattery Can Be Dangerous, but Powerful
- Be Genuine
• Be Relevant
- Leave the Flashback for Music
- Stay up on Trends and Times
Following up With Existing Customers
• Does Every 6 Months Still Apply?