But before you begin celebrating, take three steps to make sure your call WILL be successful.
How do you do this?
Begin the follow up process before you end the call.
- Say this: “I’ll make a note to follow up with you next week. Or will two weeks be better for you? ”Whatever the answer, reconfirm the date. If they say three weeks is better, you can say: “Good! Let’s make plans to talk in three weeks and I’ll call you on July 28th. Okay?”
End the call by repeating the date and time of your telephone appointment: “I have you on my calendar for a 9:30 a.m. telephone call on July 28th and unless I hear from you otherwise, I will phone you then.”
Include the date and time for your telephone appointment in the note or email you send with your proposal or brochure or sample of your product.
- Then: “After you review the proposal, what is the next step in the process?” or:
- “After you try our product and if it works well for you, when will you be placing your order with us?” Then use #1 above.
_ _ _ _ _ _ _ _The importance of follow up cannot be over-rated. It is critical to your success.
“Not following up with your prospects is the same as filling up your bathtub without first putting the stopper in the drain.” ― Michelle Moore, award-winning author