Dont underestimate the art of the “follow up” sales call.
As I begin this addition to my sales blog I want to thank those sales representatives and sales managers for all the positive comments I have received recently. I’d like to give into today’s topic with happens to be one of the most important parts of the sales process known as “the follow up call”.
I find follow up calls a normal part of my day. People that had blown me off weeks ago or last quarter received a phone call from me asking “how are thing going?” I evaluate where they are in the sales cycle, make updated notes on my CRM and attempt to move them through the sales process, sometimes even resulting in closing sales. I’ve been in kind of rut lately with my follow ups. I’m not getting to them as fast as I want and need to. I never really thought to much of it until today.
A sales representative contacted me today from a PPC company. This rep had gotten a hold of my contact info at a trade show and had been contacting me off and on for about 6 months. Usually once every couple of months or so. I always blow him off and tell him I’m broke and have no money, but always tell him to follow up with my in 3 months. This guy would always call like clockwork and never sounded discouraged when I deflected his sales attempts. Well It just so happen that the other day I was talking to my partner about adding another pay per click (PPC) marketing avenue and who happened to call the next day?…. You got it.. The PPC sales representative for his 60 day follow up.
This time when he called he was surprised to hear that I was interested in learning more about his company and moving our status is the sales cycle from information gathering to sales presentation and possible sales negotiation. I think to myself, imagine if he never follow up with me or reverted to following up every six months; he would have never got the business. I’ve suddenly been awoken to the fact that follow ups are so important to the sales cycle.
Feel free to comment below. How often to you follow up with your clients, is there a better strategy to it?
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Great blog! Thanks for your insight, I will definitely be back. I am a season ticket sales manager for an NBA franchise. We let our reps follow up as they see fit, but there are always those who are better at reeling in a prospect at a later stage in the sales process than others. I was never great at it myself, and I think I tended to follow up MORE than necessary. How do you find that balance?
Great read, I like the story it’s motivating. And so true! It’s one thing to follow up with your 2 or 3 months out routine, its the people who follow up every couple days that lose me as a customer! Good job!