Do this when following up with prospects.

Sep '23 in Content.

Firstly, you've got to follow up with prospects. Just because someone doesn't need what you have right now, doesn't mean they won't in the future.

A lot of people don't do this. They have a self-sabotaging script that tells them two things.

Cold calls are annoying, nobody likes to receive them. That's the first thing. The second thing is that they've already "annoyed" a prospect once, they can't call do it again.

And so they don't.

Instead they'll waste time filling their prospect sheet with new prospects when they could be following up with existing prospects they've spoken to before.

Here are two tips for you.

1️⃣ - No matter what you tell yourself or how you feel about calling a prospect back, just do it once. Afterwards you'll realise you were wrong.

2️⃣ - Know what you're going to say. I simply use the information I gathered last time round when speaking with them.

It sounds like this...

💬 - I'll be upfront this is another one of those annoying sales calls. You and I spoke about 3 months ago, you probably don't remember me?

90% of the time they won't remember you which highlights how insignificant we as salespeople are.

💬 - Not a problem I didn't expect you to. When we last spoke you told me...[insert what they told you], I imagine you're going to tell me nothings changed?

The whole purpose of the opener is help the prospect establish what the call is about. Context. The next part is simply there to open up a conversation.

You've got to follow up.

There's literally a GIF for everything isn't there.

7 comments