Did you know that 80% of deals require 5 follow-up calls after the initial meeting? Just because you put your foot in the door, doesn’t mean you’ve closed the deal. Here are a few tips to help you improve your follow-up calls:
Schedule Your Call –
The chances of catching them at the right time without making an appointment are slim. Establish a specific date and time for the follow-up call at the end of the initial call. Never end a conversation with a promise to call at some point in the future.
Send an Email Prior to Follow-Up Call –
Send an email the day before a follow-up call to remind them about the appointment. Your email should be short and to the point and confirm the time and date of your next call. You can also include an article related to your business or related to something the prospect mentioned on your previous call. This shows your potential client that you went the extra mile, listened, and that you care about the relationship, not just the close.
Be Prepared –
Review the notes and all available information collected on the previous call. Customers are less likely to engage with an unprepared sales pitch. Not only will prep work boost your confidence but your potential client will feel confident too!
Ask the Right Questions and Don’t Forget to Listen –
Make a list of questions you want to ask on the follow-up call. Asking meaningful, effective questions will help close deals in your follow-up calls. Ask your questions, listen to the answers, and don’t be afraid to ask follow-up questions if more information is needed.
Bonus Tip: Be ready to leave a brief phone message. Even with preparation and set date and time for your call back, there’s always a chance you’ll still reach their voicemail. Prior to your follow-up call, have a message prepared.