The power of following up
So, you’ve got through the potentially fear inducing first stage of making a call to a new prospect. You’ve effectively introduced your proposition, matched features to benefits using some brilliant questions and planted the seeds of change within the mind of your potential new customer and everything is looking positive.
However, much as you’d have loved to get a decision from the prospect there and then and, despite doing your best to handle the “I need to think about it” objection, Mr or Mrs new client needs a little more time to mull over their decision. It might be that he/she needs to look through some information first, discuss it with other decision makers within the team or a variety of other reasons. Some may be false objections, some may be real – finding this out is half the battle but I’ll cover that on a later blog.
So, what happens now?
Well, if you follow the normal statutes of social conversation, you’ll politely mention that you’ll leave it with them to get back to you. Which they may (if you’re lucky) or, you’ll not receive a callback from the prospect in the immediate future and will then spend a good portion of the coming weeks chasing them. They may well avoid you as they’re not brave enough to deal with rejecting you (or your proposition). Result – wasted time all round.
It is vital that, once you’ve had that initial conversation and worked your salesy magic that both parties agree on a sensible plan for how to move this forward. After all, you want the sale (it’s your job!) and, as per the conversation you’ve just had, you’ve established that the prospect has a need for your product/service.
It is certainly not impolite to agree at this stage exactly what needs to happen to progress this conversation through to the next stage. Make sure you agree on an EXACT date/time to speak again and cover the reasons why you need to speak. You want their business. They want to give you some business – if anything it’d be unprofessional not to express this.
Bottom line – if you leave the follow up to the prospect, you’re exposing yourself to all sorts of potential time wasting issues moving forward. Get an agreement for a date/time – possibly even include this on an email (sent as soon as you’ve finished the conversation) and STICK TO IT!
Don’t let all that hard work go to waste!
And if you need help with making the most effective sales and marketing calls possible or need a reliable, passionate company to make the calls for you, please do get in touch with us on 0330 20 50 500