The Sales Evangelist (Following Up)

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Syndication

Following up means reconnecting with the prospect, and it's crucial that you understand why and how to follow up.

Many of us dread the follow-up portion of our job because we fear being a nuisance. When we do it effectively, though, it can be the key to more deals and more success.

Follow up

Follow up builds trust with your prospects. When you tell them that you're going to follow up with them, they expect to hear from you. Failure to follow up suggests that you're not dependable or perhaps you found another prospect that is more valuable.

You must keep your promises because trust leads to success. People do business with people they know, like, and trust.

[Tweet "At the end of every single interaction with your prospect, you should have some form of follow-up in mind. #FollowUp"]

Next steps

Create a meaningful process that will help move your prospects forward.

Decide what you need to do next and establish a clear next step for every single appointment. When you meet for the first time, schedule a next step that will allow a deeper dive with that prospect.

Let your prospects know that there will always be a clear next step as long as you two are a good fit for one another.

Ask your prospects what they would like to do next. Based upon their answer, you can schedule your next step.

Be prepared to offer some options for meeting days and times. Do NOT leave the meeting with a general statement that the prospect will follow up with you.

Better to have a specific sense of whether the relationship is moving forward than to be left wondering.

Effective strategies

For most sellers, none of this is new material. We KNOW that we need to follow up.

Once you've created the next step, use Google Calendar to create a notifications that will remind each of you about the meeting.

Even if your prospect indicates that the time isn't right for your product or service, have a follow-up in mind that will allow you to reconnect with him after the fact.

Stay in touch. Keep your prospect moving in the right direction.

"Why and How to Follow Up" episode resources

Check out the book 15 Secrets Successful People Know About Time Management by Kevin Kruse.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren't able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

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Direct download: TSE_1040.mp3
Category:Following Up -- posted at: 9:33am EDT

Following up is the vein of our existence. But with poor follow up, you ain’t going to find success. Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you should be sending followup or reconnecting emails. Reasons for sending followup emails: Letting them know you exist Gathering information Setting appointment […]

The post TSE 720: TSE Hustler’s League-”Reconnecting Emails” appeared first on The Sales Evangelist.

Direct download: TSE_720.mp3
Category:Following Up -- posted at: 1:00am EDT

One of the things many sellers hate doing is following up. In fact, it’s almost as worse as prospecting. We don’t like it at times. It’s probably because they’re afraid of doing it. But people actually have different reasons they don’t do it. So today, I’m going to share with you three things you can […]

The post TSE 707 – How Can I Get My Sales Team To Following Up appeared first on The Sales Evangelist.

Direct download: TSE_707.mp3
Category:Following Up -- posted at: 9:52pm EDT

Too scared to follow up? In today’s episode on Sales from the Street, fellow Floridian Jeff Lee II shares with us how he overcame his biggest challenge of following up. Jeff and I initially connected on LinkedIn. He is currently the Teams Sales Director at a startup called Cybrary, an open-source cyber security and IT training […]

The post TSE 624: Sales From The Street-“I Didn’t Like Following Up” appeared first on The Sales Evangelist.

Direct download: TSE_624.mp3
Category:Following Up -- posted at: 10:08am EDT

One common mistake salespeople make is play the guessing game with their clients. You can’t let your clients guess your sales process or your next steps otherwise the whole thing gets so ambiguous. You have to be super clear when it comes to your sales process. And that includes letting them know when you need […]

The post TSE 470: TSE Hustler’s League-“Following Up” appeared first on The Sales Evangelist.

Direct download: TSE_470.mp3
Category:Following Up -- posted at: 1:00am EDT

  How often do you follow up? How many times do we actually tend to neglect to do that and just leave money on the table? Here’s the hard fact: You could be losing sales that you don’t know about – all because you failed to follow up. Today, I’m sharing with you a tool […]

The post TSE 368: Persistent Intelligent Following Up appeared first on The Sales Evangelist.

Direct download: TSE_368.mp3
Category:Following Up -- posted at: 10:08pm EDT

In this episode, I’m sharing with you a piece of our training at TSE Hustler’s League, a group coaching session that I have every Wednesday night. We talked about following up, why it’s so important, and how to do it more effectively. TSE Hustler’s League is a one-hour group training with accountability as well as […]

The post TSE 320: TSE Hustler’s League-“Why & How To Follow Up!” appeared first on The Sales Evangelist.

Direct download: TSE_320.mp3
Category:Following Up -- posted at: 6:50pm EDT

What are some great ways in which you can stay in touch and top of mind with your clients and prospects? Give value. Send an article, blog post, or something related to that person’s interest or need. Something that benefits them or their business. Consider offering an audio such as a podcast like TSE or […]

The post TSE 235: Any Suggestions How I Can Do More Genuine Follow Ups? appeared first on The Sales Evangelist.

Direct download: TSE_235.mp3
Category:Following Up -- posted at: 7:47am EDT

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