“Discovering the best way for you to find follow-up and make it fabulous is not always easy” – Meshell Baker in today’s Tip 1724
How do you make your follow-up fabulous?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Monday, so Meshell Baker, our favorite Sales Confidence Igniter and Authentic Selling Crusader is here to help us kick off the week!
Meshell Baker: Okay, today we’re going to talk about making follow-up fabulous. First, let’s address the fact that after the sales call, follow-up is probably one of the most difficult things for sales reps to do consistently. It’s one reason is maybe they have bad data. Maybe you didn’t get the right information. It was a typo or the phone number is incorrect, or you wrote it down and cannot find it. Bad data. And then people don’t always have time for follow-up. You are a sales professional, a sales leader. You’ve got lots of other things to do. And sending that email, making that call, finding that data that you thought was going to be quick to source is now difficult. And so your cadence goes off. So it’s not always easy.And then the balancing of your mindset of are you being persistent or are you being annoying? So that too can get in the way of, man, I’ve called this person how many times? And that goes back to the value you believe you’re bringing that person and how you set that initial call up. And nobody has a defined process for follow up. Everybody tells you to do it at this cadence, and that doesn’t mean it always works 100% of the time with your qualified lead.
So again, discovering the best way for you to find follow-up and make it fabulous is not always easy. And the one thing that I to be true is when you believe you have value, then it is in your best interest to follow up with that qualified lead to let them know and remind them of that initial conversation of the value that you’re bringing them. And one thing that I found to be successful is in the initial conversation to let them know, hey, I am going to be following up with you to ensure that you get the result we discussed. If it’s not from me, I just want to hear from you that you discovered your solution. That way it eliminates the thought of annoyance. And then some phrases, instead of using, I am following up with you, which again feels very salesy. Here’s some phraseology you can use via on an email or on a message or when you call them. Can you please give me an update on X? What is the status of X? Has there any been progress on X? Where are we with X? X being your product or the opportunity that you created.
Do you have any support for me on X? And I’m checking in on X. And then one of my favorites is, does it make sense for us to move forward on X? Again, follow-up will be fabulous when you think of it in terms of value, when you think of it in terms of your persistently pursuing the opportunity you discuss with that qualified lead, how you’re going to help them solve for problem X. When you set that tone up at the initial call and let them know, I will be reaching out to ensure that you have resolved this. You have shared with me your desire to resolve X, and I am going to keep following up until I know that you have taken care of this because I value your success in life. Have a great day selling.
Scott Ingram: For more from Meshell, including the transcript of this tip, just click over to DailySales.Tips/1724. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!