“The more detailed you can go into these followup calls, the better off you’re going to be.” – David Milo in today’s Tip 487
How do you a follow-up call?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Milo. David is the Head of Sales at Sana (pronounced Sauna), a startup based here in Austin. Here he is:
David Milo: Hey everyone! This is David Milo with your Daily Sales Tip. So today I’m going to be covering the proper structure to do a callback or a followup call. As an SDR or an account executive, it’s amazing to me that a third to half of the calls that you’re making on a daily basis to schedule an appointment are going to be followup calls. The other half or so are going to be your fresh dials. But what’s so interesting about this is that most sales organizations don’t ever actually train on how to do a proper followup.
So let me give you five very simple key steps to make you a better, more effective cold caller to turn more followup calls into appointments.
So step number one is really simple. Just reintroduce yourself and know your name, where you’re calling from.
Step two, buy time from your prospect. Purchase time from your prospect. What I mean by this is sales is a game of seconds, right? Just like football’s a game of inches. Sales is a game of seconds. So you can use a buying time statement. For example. “I understand you’re busy” or “I’ll get straight to the point” or “Hey, I might’ve caught you in the middle of something, so I’ll be brief.” Anything that allows you to gain some more seconds or gain some more time for you to continue to speak.
Step three, recap the conversation and reiterate the need. So it might’ve been a week, two weeks, or even more since you last spoke. Hopefully, you’ve taken some really good notes in that first phone call that you had, but there’s a really good chance that your prospect does not remember at all who you are, what you were calling about, and they don’t remember why they were even interested enough in the first place to let you know to call them back.
So some good things you can do to recap that conversation, remind them. When did you last speak? Was there a specific reason why your prospect didn’t have time? What were the hot buttons that your prospect brought up and what were the pain points that your prospect brought up on that phone call?
Hopefully, again, make sure to take good notes. The more detailed you can go into these followup calls, the better off you’re going to be. You will be seen as a more professional person for taking good notes and bringing that up.
Step four is provide value props. Whatever your value propositions are for the product or service that you are selling. Is it cost savings? Is it better technology? Whatever you’re selling it to be more effective or efficient. Is it going to provide a better ROI? Whatever product or service you’re selling and whatever your value propositions are, give your prospect a quick 20 to 30 seconds elevator pitch as a reminder, because again, more often than not, your prospect will not ever remember who you were and what it was that they were interested in the first place.
So do them in yourself a favor. Give them a quick elevator pitch and a reminder for why they were interested in the first place.
And step five. The final step is the assumptive close. This just means to progress the phone call forward. So this community number of things progressing the phone call forward could mean that you start to ask some discovery questions so you can start to dig some pain points, which will allow you to progress that phone call to a scheduled appointment or talk past the appointment and go right in for the close and getting a date and time for your meeting.
So again, five steps. Number one, introduce yourself. Number two, use some buying time statements. Number three, recap the conversation and reiterate the need. Step four is provide a high-level quick hit of the value props that you have to offer. And then step five, assumptive close. I hope this was helpful. If you have any questions, please feel free to leave them in the comments. Thank you.
Scott Ingram: You’ll find a link to connect with David on LinkedIn and more about Sana at DailySales.Tips/487.
Once you’ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!