Approach for a follow-up call

To preserve sales momentum alive, you want to provide cost on each interaction -- even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches that have worked for me:

Re-emphasize the business value

Your prospects will only change because of the impact you can have on their organization. Reiterate it. Remind them of how you can help.

Share ideas & insights

Your prospects want to work with someone who's constantly thinking about how they can improve their business. Be that person.

Continue to educate

Sometimes your prospects are still asking themselves, "Does it make sense to move forward or not?" From the outside, you won't know. But you can keep giving them more reasons to change!