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Learn these 3 Best Sales Follow-Up Tips and Techniques

Best 3 Sales Follow-Up Tips

Read about 3 valuable best sales follow-up tips. A few weeks ago, I received a “cold call” phone call at home from a company offering private tuition for children. Like most parents, nothing stirs our emotions more than ensuring the best for our children. The cold call was successful, leading to a meeting with a sales representative a few days later.

After meeting with the company, we were assured of a follow-up call in a couple of days, which was fine as it provided time for discussion and anticipation of the call.

However, just half an hour after the meeting ended, the phone rang.

The company was eager to schedule another meeting with us. Politely, we declined, explaining that the lady who had just met with us was scheduled to call in a couple of days, and we preferred to speak with her first. Despite this, we received several more calls enquiring about our decision or proposing additional meetings. While all calls were polite and non-persuasive, they became increasingly bothersome.

While this case is extreme, it raises the question of where the line lies between respectful follow-up and objectionable hassling. In this instance, it seemed that the company failed to recognize that each call diminished their chances of securing business from us.

Let’s be honest – when was the last time a sales lead or prospect eagerly awaited your follow-up call, ready to place an order? Buyers typically don’t take that approach. They call when they are ready. So, how should you approach follow-up?

Follow-up is indeed necessary to advance the sale. People are busy, priorities shift, and details are forgotten. Your call can assist in decision-making, providing valuable insights or influencing emotions.

However, self-serving questions like ‘Have you decided yet?’ or ‘Can I do anything more to help?’ can undermine your credibility and make you appear desperate. How, then, can you follow up while building trust and maintaining credibility?

Best 3 Sales Follow-Up Tips You Can Learn Easily!

  1. At every sales lead or prospect engagement, set the next step and adhere to it. This helps manage expectations, avoiding the appearance of hassling. If you agree to talk again in a week, stick to that timeline. If information is promised by the end of the week, ensure it’s delivered with a note outlining the next steps.
  2. During follow-up calls, be prepared to discuss the sales lead or prospect’s business, not yours. Focus on how your services can: A. Improve their process efficiency B. Help them become more profitable C. Find ways to get ahead of their competition D. Anticipate and solve future problems, reducing their costs.
  3. For long lead time opportunities, consider maintaining contact and building trust by:
  • Introducing the prospect to your professional network
  • Sending an invitation to a business or social event
  • Sending additional information, such as a report or website link of value
  • Surprising them with unexpected gestures, like a ‘free advice’ phone call or an informative email.

By addressing these points effectively, answers to your questions about decision-making timelines and next steps will naturally emerge in conversation.

Sales follow-up timing is key

It’s crucial to strike the right balance in your sales follow-ups – avoiding being overly pushy while ensuring you don’t wait so long that the prospect forgets about you. A key strategy for achieving this balance is leveraging a CRM (Customer Relationship Management) tool.

A CRM tool proves invaluable in managing your interactions with potential clients and ensuring timely follow-ups. It serves as a reminder system, prompting you to follow up with prospects at the opportune moment. Furthermore, you can set up automated sales follow-up sequences within the CRM, triggered by specific actions taken by the prospect.

In summary, utilizing a CRM tool not only facilitates effective tracking of your engagements but also streamlines the timing of your sales follow-ups. This approach helps maintain a professional and consistent outreach strategy without coming across as too assertive or neglectful.

Email Greg to find out more about Sales Mentoring and Training or view Greg Longstaff’s LinkedIn profile here.

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