Seven top tips for following up by phone
In some ways following up to your meeting or sales presentation can be more challenging that prospecting. Here are our Top 7 tips for following up by phone.
Agree a date and time
Establish a convenient time with your prospect that would work for following up on your presentation. This will save endless missed calls and voicemails.
Know what you are going to cover
Build an agenda for the call so you are clear on the topics that you want to cover.
Send a reminder
The day before your call send your prospect a reminder with a copy of your agenda. Leave an ‘any other business’ space on the agenda to give you time to answer any questions.
Your prospect will be waiting for your call and may have a busy diary. Make sure you call on time so that you don’t miss your slot and they aren’t rushing off to another meeting.
Never assume that your prospect remembers who you are, or that they are sitting waiting for your call. They may well be but assume nothing. Always introduce yourself with your name and the company you are calling from and a quick introduction as to why you are calling.
Be personal and professional
Make sure you don’t just sound like any other sales person calling to close a deal. Take the time to talk to your prospect like another human being and try and establish a connection.
Ask what’s next
Before you finish your call make sure you are both clear on what the next steps are and who the actions sit with. You may also want to articulate the actions in an email with a date and time of your next conversation to keep the process flowing.
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