The Ultimate Guide to Effective Follow-ups
Before I even get into the best way to follow-up with a prospect, I need to be firm about one thing:
Never start what you can’t finish!
Thinking you can make a couple prospecting calls and that’s all it will take is foolish.
The best way to follow-up with a prospect is repetition. That’s what it takes!
Let me remind you that your prospect isn’t thinking about you, so you have to be the one to lead.
Also, don’t forget that when you lead, you’ll most likely be interrupting them – that’s a good thing!
Your prospect will not appreciate you and how you can help them until they get to know you and what you’re selling.
Interrupting is part of the prospecting process. In sales, failing to interrupt is failing to succeed.
Following up and adding value is important and it’s why I believe the old sales technique, “ABC” (Always be Closing) is dead!?“ABC” has been replaced with “ABV,” known as “Always Bring Value.”
Each communication method must bring new value, so this means you never repeat anything. You don’t know what your prospect will respond to, because of exactly that, they’re a prospect!
Lastly, Don't Give Up!
I'll say it again, don’t give up! Just because a prospect isn’t responding does not mean they’re not interested. How do you know? You don’t, until you’ve had the opportunity to engage with them at length.
Silence is only a moment in time. Silence is broken when you provide a reason for the prospect to break the silence.
Remember, if you can help the prospect, it’s your obligation to reach out to them. Failing to do so is considered sales malpractice in my book!
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Are you ready to break the silence?
Making a sale with one phone call, or one email is highly unlikely.?
It’s no wonder communication with customers feels like the back of a shampoo bottle. Rinse and repeat. Rinse and repeat.?
The repetition can feel tedious, but it’s also necessary. But where do we draw the line between good follow-up that leads to productive (and profitable) conversations, and sending out email after email with no response??
I’ll show you the big difference in this month’s masterclass: Stop Getting Ghosted.
It’s all about each step in your cadence, and how to follow-up in ways that make an impact.?
All of us have been ghosted once or twice (or a thousand times), so you know how it feels.
If you could cut down on ‘radio silence’ by just 25%, what kind of impact would that have on your business??
If you know that you can help a prospect, it’s your responsibility to reach out to them. If you don’t, you’re doing both of you a disservice.
This masterclass is just $59, and I can guarantee it’s worth every dollar.
Are you ready to break the silence?
Get this masterclass and a dozen others when you become a member of The Sales Hunter University. It’s an all-access membership to award-winning online learning, with sales training on topics you care about.
Learn more here!
Until next month, great selling.
Sales Enablement | Multipassionate Generalist | Aspiring Public Speaker | Writer | Mom | Badass
1 年Absolutely! ABV!!!
Perfecting Your Promise?--Equipping B2B Companies with Better Ways to Clearly Tell the World Who They Are and the Promises They Deliver ??Commercial & Multi-Family Construction/Skilled Trades, Value-Add Distributors????
2 年Mark Hunter ... your post/article is terrific and I know your program will have equal value. Let's talk analogy for a moment... When I led a missions agency 2007-2017, as the recession continued, I got a temporary side job to make our money match the month. I carried daily Bible devotionals and select gospel tracts with me knowing I could speak value into the lives of the people I met, especially those I saw on a regular basis. But not everyone wanted to receive that value. In fact, some would turn around and throw the devotionals and gospel tracts in the trash... items I had spent my scarce money to buy. So, I created what I soon called the Permission-Witnessing Process?, whereby I was abundantly clear with those I met what the items were and the purpose for which they were meant, then gave them the choice to accept them or not. My 'waste %'--my 'ghosting %' if you will--went way down and the quality and quantity of conversations with those who said yes went way up. Then, in 2017, when back in the sales world, I brought the concept with me and tweaked it to become the Permission Prospecting Process?. My point is... follow up and adding value is important, vital in fact, but only in the eyes of those who want that value.
Missional Leader | Strategic | Belief | Activator | Achiever | Learner
2 年Following up and adding value is important and it’s why I believe the old sales technique, “ABC” (Always be Closing) is dead!?“ABC” has been replaced with “ABV,” known as “Always Bring Value.” Loved this, so true...