5 Strategies to Master the Follow Up Call
Most entrepreneurs I meet don’t settle for mediocrity. They start their own businesses in order to excel.
To become a master in your industry, you need to capitalize on your core strengths. At an early age in my own journey of business entrepreneurship, it became clear that sales was one of my most valuable core strengths.
Over the years, I’ve heard more entrepreneurs than I can count express frustration over not meeting their weekly or monthly sales targets. They diligently make prospecting calls but are disappointed by their closing ratio.
One of the most common questions I’m asked by business entrepreneurs is: What can I do to transform a prospect into a paying client?
Initial sales calls are an important first step in the sales process. But what many entrepreneurs don’t appreciate is the importance of the equally critical step you need to take in order to close the sale: FOLLOW UP!
Here are a few practical strategies to help you master follow up activities and close more sales THIS year:
Strategy #1: Be specific about next steps.
One of the biggest mistakes I’ve seen entrepreneurs make is not establishing a specific date and time for the follow up call at the end of their initial call. Avoid generalities like “I’ll call you back sometime next week” or “We’ll touch base soon”. This type of vague commitment will either make the sales cycle much longer than in needs to be (think: missed calls, voice mail messages, etc.), or kill the sale entirely if you forget to follow up.
When you end your initial sales call, be specific about when and how you will correspond next. For example: “Adam, I’d be happy to email you a proposal/quote. And what I would like to suggest is that we set up a call on Thursday the 4th at 10:30 a.m. or would 6:30 p.m. work best for you?” (Wait for response) Great! Adam, I look forward to speaking with you on Thursday the 4th at 6:30 p.m. to go over the proposal/quote together and answer any questions you might have at that time.” If the time or date doesn’t work for your prospect, recommend another date and time. The simple act of arranging a time and date establishes a deadline which is a powerful tool not only to move the sales process along but to help you close the sale.
Strategy #2: Communicate their way.
If you want to keep your prospect engaged and communication flowing, make sure you’re using their preferred method of communication. Ask how your prospect likes to be contacted. If they prefer email, respect that. If they prefer phone calls or texts, respect that.
If they tell you that they want to be contacted by email, ask them how to stand out from the dozens or hundreds of emails they receive every day. You could say, “I know you probably get 100 emails a day like I do. Is there something I can put in the subject line to help it stand out so it doesn’t get lost in the shuffle?” Some people might ask you to put “priority” in the subject, for example. Follow their lead and you’ll be more likely to stand out.
When you ask your prospect for their preferences, you increase the likelihood that they will be receptive to the content of your next correspondence. You also get them to commit to a certain level of responsiveness. Even more importantly, you send a message that you respect their time and their preferences, separating yourself from other salespeople who bombard prospects with calls and emails with no regard for their preferences or boundaries.
Strategy #3: Communicate with purpose.
Always, always have a specific reason to contact your prospect. Don’t email or call a prospect to just “touch base” or “check in”. When you use this language, you can bet that your prospect will find a way to get off the phone or simply ignore your email. Have a clear reason for contacting your prospect. One thing I encourage my clients to do is set up a Google Alert to notify them when something is happening in their prospect’s business or industry that they might be able to make a connection to.
Right off the bat, let people know the reason for your call or email. Using an intro like “The reason for my call/email today is…” forces you to come up with a good reason for your call or email. When your sales follow up isn’t all about YOU, your sales rate will noticeably increase. This leads me to my next point…
Strategy #4: Add value.
One of the ways to ensure that your follow up call or email is effective is to find a way to add value. Share some new information about your role, industry or solution that will be of interest to them. In your initial call, you (hopefully) asked questions to help you understand your prospect’s unique needs and challenges. Ask the right questions and listen carefully. Think about how you can add value to their world. Do your research! When you follow up, share something that will interest or benefit them such as an industry-related article or let them know that you were thinking about them recently when you heard a certain news story. When you make a customer feel you are contributing something useful, they are more likely to take an interest in what you have to say.
Strategy #5: Be memorable.
Part of ensuring the success of your follow up call is setting the stage by building a relationship. After every initial call to a first time prospect, take the time to send a short, hand-written thank you card. The message should acknowledge your gratitude for their time and let them know you look forward to speaking again.
Sure, you could shoot them a thank you email or text, but it won’t have the same impact as a hand-written card. When you invest the time in adding this personal touch, you effectively differentiate yourself from your competitors and send a message that they matter to you. Not only do you make yourself memorable, you also set the stage for your prospect to be more open and receptive in your follow up call. Your note might say, “Annie, thank you for taking the time to talk to me Thursday afternoon. I am looking forward to speaking with you again on July 6th! Warmly…” If you’re absolutely certain a hand-written card won’t arrive before your scheduled follow up appointment, you can send an email expressing your appreciation, but be aware it won’t have the same impact.
Learn a System for Sales Success.
Sales systems take the guesswork out of the sales process. Drawing on decades of experience building my own business and helping others do the same, I have mastered sales and follow up strategies and plugged them into a system proven to generate RESULTS.
At Celeste Giordano Coaching, I teach business entrepreneurs and sales teams effective follow up strategies and tactics that help separate them from their competitors.
Once you learn these strategies, you need to buckle down and make your follow up calls day in and day out. Doing so consistently is one of the most important actions you can execute to “Double Plus” your income and grow a Legacy Business.
If you need more guidance to ensure your follow up calls convert to greater sales, contact me today at celeste@celestegiordano.com.
Up Next: You’re Invited
We invite our local community to visit us on June 22, 2017 from 11:00 to 1:00 p.m. at the 1818 Club for the WGC Atlanta Chapter meeting. Pre-registration for the event is $25.00. Click here to pre-register. If you are interested in being a sponsor, please contact celeste@thewomenofglobalchange.com.
We are also opening up several other chapters across the United States. I am honored to help launch the Toronto, Ontario Chapter in the summer, 2017. To become a presenting sponsor or sponsor at this premier Toronto event, contact Celeste Giordano here. For additional information about WGC, please visit our website!
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Legacy Blueprint Business Workshop on June 16th 9 a.m. to 3:00 p.m. at the 1818 Club. Join us as three business masters, Sara Poe, Nicole Henderson and I, teach the skills, knowledge and attitude necessary to “Double Plus” your income and become an effective, inspirational leader in your field THIS year. Whether you’re starting a new venture or want to take your business to the next level, learn to enroll more quality prospects, build a rock solid team, and break through obstacles to achieve real, lasting success using a proven step-by-step system.
Fee: $30 (Continental breakfast provided)
To Register: celestegiordano.com/legacybusiness
Celeste Giordano’s mission is to help business owners develop the skills, knowledge and attitude necessary to “double-plus” their income and become effective and inspirational leaders in their fields. Whether it’s taking your successful business to the next level or starting a new venture, she will teach you the exact skills and strategies you need to enroll more quality prospects, build a rock-solid team, and break through obstacles to achieve real profit and lasting success. Celeste is a professional business growth specialist, a master sales strategist, and dynamic speaker with almost 40 years experience in direct sales and managing high-performing teams.
To learn more about Celeste, click here.
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