follow-up: turning leads into conversations

Follow-up: turning leads into

conversations +

Bartosz@righthello.com

Why listien for 40 minutes to Bartosz?• CoFounder / Chief Sales Officer @RightHello.com• 5.000.000$ + in deals done• 100 months in sales• Consultant - find me on linkedin• Q&A session after the presentation• English is not my native language. Be nice

First things first: If your client’s experience sucked then no amount of

great follow ups that will save you.

Right Channell to follow up – which to choose?

• Cellphone (calls/sms/voicemail)• E-mail• Office phones• Skype • Linkedin• Facebook• Snapchat• Instagram direct message

Bartosz@righthello.com

Do you have another scenario you want to talk about? Ask me via chat!

Trade off: Time vs. Being personalized and detailed.

How to manage this trade-off?• Be aware of it. • The leads get more valuable over time • Be more general in the beginning and more personal & detailed later• The longer you work with a client the longer you can spend on follow ups• Use data points when they appear for context (CRM!)

Bartosz@righthello.com

OK, example time.

Bartosz@righthello.com

Warning: Cops & Robbers / Cat & Mouse / Pick up lines dynamics apply to everything here

Don’t use those follow ups. For your own good.

When they are unresponsive 3rd time

Bartosz@righthello.com

When they told us they like case studies, we have 2 new ones and they are from Norway

Bartosz@righthello.com

Client told us to come back in january

Bartosz@righthello.com

When we know client develops games

Bartosz@righthello.com

When during a demo client was telling us how innovation matters to

them

Bartosz@righthello.com

When during the demo we found out they are not the only one decision

maker

Bartosz@righthello.com

When they told us that they don’t like e-mails

Bartosz@righthello.com

When we are running out of ideas

Bartosz@righthello.com

If everything fails it’s time for a break up…;(

Bartosz@righthello.com

You will forget everything.

1. What they told you on demo?

2. Were they punctual?3. Are they responsive?

4. What are they like and what do they ask

about?

If you will forget you won’t have great follow

ups. It is that simple.

Example Cadence using multiple channellsDay 1:

• Call -> SMS / Voicemail • E-mail (day 1)• Call (after 4 hours)Day 2: • Call -> SMS• E-mailDay 4• Call -> SMS / Voicemail• LinkedinDay 6• Call -> SMS / Voicemail• Call to the office numer• LinkedinDay 8• Call -> SMS / Voicemail• Call to the office numerDay 13• Break up e-mail Bartosz@righthello.com

Culture matters in follow ups.• Hiring natives is a good idea• If you can – write in a language your audience feels• Some countries acept humor upfront. Some don’t. • Some countries expect us to use idioms because they know it. Some wouldn’t

undersdand it because English is their second language.• Some industries prefer being official, some being to the point.• We don't use bear/vodka gifs for Russia. • We don’t use the word „assume” in netherlands.• We’ve argument against an executive who wanted to target czech repubublic

because his surname had a funny conotation in czech.• Women convert diffrently in some cultures.

Bartosz@righthello.com

How to follow up after you screwed up something?• High touch (meeting,skype,phone)• It’s all your fault even if it’s not. Take responsibility.

Bartosz@righthello.com

Q&A Time!

If you use secret password „Bartosz webinar was the best!” you’ll get a 100$ discount from Righthello ;)*

* Valid until the end of January 2017

Bartosz@righthello.com

Books i recommend: • Steli Efti – Product Demos that sell• Daniel Pink – To sell is human (if you are not in sales but are selling)• Geoffrey A. Moore – Crossing The Chasm (if you are in tech)• Influence – Robert Cialdini• Little book of YES attidute – Jeffrey Gitomer