If you aren’t regularly in touch with your clients and prospects, you could be missing out on valuable relationship building opportunities, not to mention sales! Following up is one of the essential business sales skills to produce sales growth.
Here are 7 Top Tips to Following up…
Tip #1 – Get a commitment to follow up
First, get commitment regarding the precise date and time of your follow up call. If the prospect will not commit to a specific date and time, you are probably wasting your time. Ask what their preferred form of communication is and if they will respond.
Tip #2 – Build equity and be remembered
Send a thank you note.
Tip # 3 – Email a curious reminder
The day before your follow up call, send an e-mail to your prospect to remind them of your appointment. In the subject line enter the word: “Telephone appointment for August 16th and article of interest.”
Your email should confirm the date and time of the appointment and then briefly list your agenda along with a curious note.
Tip #4 – Add value in a PS
At the end of your e-mail add a P.S. that says something like. “Sandy, in the meantime, here’s an article I thought you might enjoy regarding…”.
Tip #5 – Call on time
Call on time. Never, ever be late.
Tip #6 – Build a follow-up opening statement that gets through the clutter
Avoid opening statement blunders. Position yourself with something that will differentiate you.
Tip #7 – Be persistent – Be polite – Be professional. Don’t be a pest.
Till next time
To work with Janeen, visit her calendar to arrange a Complimentary Clarity Call