How can you make the most of follow-up calls with prospects?

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Follow-up calls are an essential part of any sales process, especially if you are offering training services. They allow you to build rapport, address objections, and move prospects closer to a decision. However, many salespeople struggle to make the most of these calls and end up wasting time, losing interest, or missing opportunities. In this article, you will learn some tips and best practices to improve your follow-up calls and increase your conversion rates.

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1 Set a clear goal

Before you pick up the phone, you should have a clear goal for each follow-up call. What do you want to achieve? What action do you want the prospect to take? How will you measure the success of the call? Having a goal will help you plan your agenda, prepare your questions, and guide the conversation. It will also help you avoid rambling, getting sidetracked, or leaving the call without a clear next step.

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Andrea H.

Customer Service, Collection, Financial Coordinator
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You also want to do you research for that follow up call. So your end results will be a resolution for that client in the end.

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2 Do your research

One of the worst things you can do in a follow-up call is to sound uninformed, irrelevant, or generic. You need to do your research and tailor your message to each prospect. Review your notes from previous interactions, check their website and social media, and look for any updates or changes in their situation. Use this information to personalize your opening, highlight the benefits of your training, and anticipate any objections or questions they might have.

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3 Ask open-ended questions

The key to a successful follow-up call is to engage the prospect in a meaningful conversation. You don't want to talk at them, but with them. To do that, you need to ask open-ended questions that elicit their needs, challenges, goals, and preferences. Open-ended questions are those that start with who, what, where, when, why, or how, and cannot be answered with a yes or no. They encourage the prospect to share more information, reveal their pain points, and express their opinions.

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Andrea H.

Customer Service, Collection, Financial Coordinator
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I agree the more opened ended question you ask the more information you have to come to a sound resolution for the follow up call

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4 Listen actively

Asking open-ended questions is not enough if you don't listen actively to the answers. Active listening means paying attention, showing interest, and providing feedback. You can show that you are listening by using verbal and non-verbal cues, such as nodding, smiling, or saying "uh-huh" or "I see". You can also paraphrase, summarize, or reflect what the prospect says to confirm your understanding and show empathy. Active listening will help you build trust, rapport, and credibility with the prospect.

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Shane Riordan

"Being a Specialist isn't that special anymore" - Helping recruitment organisations win more (and better) business than their competitors through training, coaching and process design.
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It's incredibly difficult to get someone to buy something which solves a problem they do not have. That is why active listening is so important to the process. Some key areas to consider in active listening: - Don't make any assumptions, confirm everything. - Make sure you are focussing on what they are saying, rather than the next question you are going to ask. - If you don't understand something, ask them to explain it again in a different way, honesty is the best policy here! By doing this well, you get the opportunity to truly understand what it is that a prospect may need and then offer them a valuable solutions.

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5 Provide value

One of the main reasons why prospects lose interest or stop responding to follow-up calls is because they don't see any value in them. They feel like they are being pressured, pitched, or nagged, without getting any useful information or insight. To avoid this, you need to provide value in every follow-up call. You can do this by sharing relevant case studies, testimonials, or success stories that demonstrate how your training can solve their problems or help them achieve their goals. You can also offer tips, advice, or resources that can help them improve their situation or overcome their challenges.

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6 Ask for commitment

The last and most important step in a follow-up call is to ask for commitment. This means asking the prospect to agree to a specific action that will move them forward in the sales process. This could be booking a demo, signing a proposal, or making a payment. Asking for commitment will help you close the deal faster, avoid losing momentum, and prevent the prospect from going cold. To ask for commitment effectively, you need to be confident, assertive, and clear. You also need to handle any objections or concerns that might arise and explain the benefits and urgency of taking action.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you make the most of follow-up calls with prospects?

1

2

3

4

5

6

7

1 Set a clear goal

2 Do your research

3 Ask open-ended questions

4 Listen actively

5 Provide value

6 Ask for commitment

7 Here’s what else to consider

Training

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How can you make the most of follow-up calls with prospects?

1

2

3

4

5

6

7

1 Set a clear goal

2 Do your research

3 Ask open-ended questions

4 Listen actively

5 Provide value

6 Ask for commitment

7 Here’s what else to consider

Training

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