Follow Up Strategies

Is This Your Pipeline of Sales?

There are certain things you can do to increase

your sales instantly

• Practicing your closes – convert more leads

• Doing additional prospecting – get more leads

• Getting good at follow-ups – Know which ones

to call back

Increase Your Sales

How Do I Feel

I expect every sale to be a one call close

But• How many of you haven’t closed every presentation?

• So, you have had to follow-up right?

• How many of you haven’t closed on every account you’ve

followed up on?

Why?

• What percentage of your follow-ups become your client

eventually?

Do You Sell Great Follow-up Business

• Do you hold up well to scrutiny

• Do you have a great portfolio of services

• Do you persist

• Does the problem not go away when you leave,

or

• If they go to some other competitor?

However

• Even though these are all true why don’t YOU want to

base your career on follow-up sales?

• Takes at least twice as long

• It’s frustrating, and uncertain

• Fewer sales

• More Frustration, Depression, Doubt

It Can Make Successful People Depressed

It Can Destroy Truth

Cost of Follow Up

• Time –

• Actual

• Perceived

• Lost Opportunity

• Energy -

• Expectations

• Hope

• Power of Business Plan

• Truth

• Question Sales Cycle

• Question Sales Career

Premise

• Definition of follow-up: The pursuit of a post-presentation

sale to a qualified decision maker. If you did not meet with

the decision maker in the first place, it’s a new

presentation.

• Do You deserve the business

• You are the best, they have no better option

• You’ve worked hard to learn how to help their business

• You’ve prepared and perhaps traveled

• You spent many hours practicing a presentation that will make it

easier to start a relationship

Given That - Why

• Why does follow up happen?

• Not a clear need for our service

• Presenting a Non-Decision Maker

• Confusing presentation

• Bringing up service issues before the sale is

made

• The salesperson not taking responsibility for

the sale

Your Responsibility

• Priority plan for writing business

• BEST – Selling on the spot

• 2nd - A Scheduled follow up appointment

• 3rd - Call back to set follow appointment

• Distant 4th – When the prospect says ”I’ll call you”

Next is the most underused and most

effective follow-up technique on earth

to be used with real DMs (open

minded with needs)

Steps for Effective Follow-up

• Make sure there is no other way you can get them happily involved in our service today. (Close one more time)

• Confirm interest – “If it were possible to make a decision today, you’d become a client, wouldn’t you?”

• Attempt to set a follow-up.• “How long will it take you to ________? (think it over, discuss, with partners,

etc.) I’m going to be out this way on Thursday, I’ll stop by in the afternoon and answer any other questions you may have and pick up the order then, ok?”

• If you can’t schedule a follow-up, schedule a time to call. Let them know you are busy too.

• Send a thank-you letter ( be assumptive) fast!

• Call at the time agreed on and say:• “Mr. Jones, this is _______. I’ve done some work with the information that we

discussed at our meeting on ________, and the results are very exciting. I’d like to show them to you. Will you be in tomorrow afternoon? I’d like to stop by at about 3:00. I believe you are going to like what I have to show you. See you then!”

• Get your manager involved

Script (w/DM):

Hello, I am __________________, (Representative’s) Sales Manager in _________. I

wanted to follow-up behind your meeting with (rep)… do you have a moment to speak?

Rep is one of our top people and has reported to me that she/he felt very good about

their consultation with you. He/she noted that you had some significant needs and felt

sure that the recommendation she/he made for your (company/practice, etc.) could have

a major impact on your profitability, now and going forward.

My records show that to date we have not had an opportunity to get this started for you

Mr. Prospect: I have two (2) quick questions for you:

Are there any questions I can answer about us or our services that would help you to

feel more comfortable about working with us, at least on a test basis?

What do we need to do to have an opportunity to show you how effective we can be?

Non-Sale Follow-Up Script

Some Follow-up Do’s and Don’ts

Do…

• Send thank you

letters

• Be assumptive. No

“ifs”, say when.

• Take responsibility for

the sale

• Make them aware of

the expense of waiting

• Be excited about the

positive impact we will

make on their business

Don’t…

• Ever ask a yes/no closing question on the

phone call-back!!!!!!

• Set follow-up demos with NON-Decision

Makers

• Leave any presentation without some

commitment

• Wait for the prospect to close themselves

• Try to get them to change their minds. Decision

Makers never change their minds, but they will

make new decisions based on new information.

Remember you are the best in the business. If a

DM is lucky enough to meet with you, you have

the right to insist on them being clients.

Be bold! If we really are the best thing that can

happen to them from a profit standpoint, they

must know it! If they don’t see the value after one

of two demos, they won’t. Let them die in their

closed-mindedness

Conclusion