What are the best practices for scheduling a follow-up call with a prospect after a negotiation?

1 What is SSN and why use it?

SSN is a methodology that helps salespeople adapt their negotiation strategies to different situations, based on four factors: the buyer's personality, the buyer's needs, the salesperson's goals, and the competitive environment. By using SSN, you can tailor your approach to each prospect and avoid common pitfalls, such as being too aggressive, too passive, or too rigid. SSN also helps you plan your follow-up actions, based on the outcome of the negotiation and the next steps agreed upon.

2 How to schedule a follow-up call

Timing is of the utmost importance when following up with prospects. You don't want to wait too long and risk losing their interest, or too soon and seem desperate or pushy. Scheduling a follow-up call within 24-48 hours after the negotiation is a good rule of thumb, depending on the urgency and complexity of the deal. To increase your chances of getting a positive response, confirm the date and time of the follow-up call at the end of the negotiation, and send a calendar invite or an email confirmation to the prospect. Remind them of the value proposition of your solution and any commitments or concessions you made during the negotiation. Express your appreciation for their time and interest, and show enthusiasm for moving forward with the deal. Provide a clear agenda for the follow-up call, indicating what you expect from them, such as providing feedback, answering questions, or making a decision.

3 How to prepare for a follow-up call

Before making the follow-up call, review the notes from the negotiation and use the SSN framework to analyze the situation. Identify the buyer's personality, needs, your goals, and the competitive environment. With this information in hand, you can create a script or checklist for the follow-up call, and prepare for possible scenarios and responses from the prospect. Understanding the buyer's personality will help you adapt your style to match theirs. Knowing their pain points, goals, and priorities will enable you to demonstrate how your solution addresses them. You should also consider your own goals for the call, as well as your BATNA and reservation price. Lastly, evaluate your competitors and consider how you can create or maintain an edge over them.

4 How to conduct a follow-up call

When making the follow-up call, it’s important to greet the prospect and thank them for their time and attention. Recap the main points from the negotiation and confirm their understanding and agreement. Ask open-ended questions to uncover any hidden issues and gauge their level of interest. If they have any objections or concerns, address them and provide evidence or testimonials to support your claims. Reinforce the value proposition and the benefits of your solution, emphasizing any urgency or scarcity factors that may influence their decision. Ask for a commitment or a close, depending on your goal and their readiness. If they are not ready, propose a clear next step with a deadline for it. Finally, summarize the outcome of the follow-up call and the next steps, then send a follow-up email or message to confirm them.

5 How to follow up after a follow-up call

After a negotiation, following up with prospects is essential for salespeople who want to close more deals and build long-term relationships. To do this effectively and efficiently, you should use the SSN framework and best practices. Make sure to follow up regularly, but not too frequently - once a week is usually sufficient. Additionally, vary your communication channels and methods, such as phone calls, emails, texts, social media, or video calls. Provide value and insight in every interaction; avoid sending generic or irrelevant messages. Also, build rapport and trust with the prospect by showing genuine interest, respecting their opinions and preferences, and being honest and transparent in your communication. By doing so, you can move your prospects closer to a win-win outcome.