This week we’re going to talk about how to systematize your follow-ups, and it starts before you finish the first conversation with your prospect.
Learn more in the video below.
Your follow-up actually starts while you’re still talking with the prospect. Schedule a time for the next call before ending the conversation. This is important for a few reasons:
- You’re letting the prospect know that you’re going to follow up with them. You want to make sure both parties are on the same page, and that you choose a time that’s convenient for everyone.
- You’ve made a commitment to talk with that person, and the appointment motivates you to follow through on it. Once you’ve set it in your calendar, it goes without saying; follow up when you said you would.
- It leads to an understanding that you’re giving the prospect the time they need and respecting that need. When someone is genuinely struggling to make a decision and they’ve asked for time to think about it, honor that. You don’t want them to feel like you’re asking for a decision on your timeframe rather than their own.
When you schedule your follow-ups, group them together into specific times of the day. Whether it’s 10am-12pm Monday, Wednesday and Friday, or Tuesday and Thursday afternoons, set aside specific times in the day where you can get in the right frame of mind to make the calls. Once you have your time scheduled out, you can make one call after another. You’ll find that the more calls you do, the easier it gets.
Start with the prospect you imagine to be sitting on the other end of the line expecting your call, and save the ones you aren’t sure about for later. You’ll build your confidence, become more comfortable and really cement the mindset you need to have while talking with them.
What Did You Think of 1,2,3 – Simple Steps to Successful Follow-Up?
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