When you work in sales, you are usually negotiating with several prospects at any given point in time. You have done your research, and you have put all the probables into your pipeline in the hope that most will convert. After you make your initial pitch, you need to plan your follow up calls. Making a blind follow up without considering the client’s needs will be ineffective. Here are a few tips to ensure your follow up is not just a shot in the dark:
Remember the basics of business etiquette. Always leave your contact details with the prospect so that it may serve as a call to action. Follow up within a reasonable timeframe after you make your pitch. Long enough for them to consider your proposal, but soon enough so that they do not forget you. If they are busy the first time you approach them, schedule a call. If they need additional information, ask when they need it.
As you speak to your prospects in sales calls, make sure you listen carefully – they may require some extra information or insight that you need to bring to the table at your next meeting or interaction.
In order to take effective action and get your pipeline working smoothly, you need to note how your follow up went, what came out of it and where you stand. When was the follow up call made? Was there a concrete response or was the prospect unavailable? Was any communication sent? Instead of asking dozens of questions and taking notes, use a smart system like Salesvue.
When your sales executives are chasing numerous leads, you need to have a system in place to keep track of who is being contacted, when and how. Salesvue allows you to keep track of your sales team as they chase prospects. Executives can log calls and define the actual nature of the interaction- whether they had a conversation, left a message with someone or sent a voicemail. This gives you real data that you can use to plan your next step. All this in a few easy clicks.