6 Effective Steps to Set an SMB Sales Call Follow-Up
If you want to convert prospects into revenue, then you need to keep in mind that prospects rely on sales people to usher them throughout the entire sales process. It’s just how it is. However, being equipped with a CRM is just not enough. Many sales professionals do not have a clear framework regarding what actually needs to be done after the introductory call has finished. This post looks at the 6 effective for setting an SMB sales call follow-up.
1st Step: Outline the Plan
The first order of business is to outline a plan. If a great call has just ended, then you need to outline a plan for the next step. Chances are you’ve already asked some close-ended questions, some open-ended questions, and told the prospect about what your company’s product or service entails. You might have shown a demo of the latest software offering or how your website could make the life of the prospect much easier. Now, you need to set up a plan. Have an outline made regarding what needs to be discussed and summarize the prospect’s needs and how your product or service is just what they need.
2nd Step: Remind the Prospect of the Plan
Once you have set a plan in place and told the prospect about it, you need to remind them about the plan. This should be just before the deadline or date set to ensure that the prospect is on board without letting the prospect feel that you are insecure. But, a casual reminder should be sent. Remind the prospect of why the product or service is important. Let them know about the period and process. Do not question the prospect about their interest. Be confident and show off your business acumen.
3rd Step: Question the Timing with Confidence
If it’s been a few days and the prospect has not responded to your last email or call , you should avoid jumping to the conclusion and thinking that the prospect is not interested. If you want to sell something, you have to be confident about it. The prospect should not pick up on your lack ofconfidence or else, he or she would believe that you are not offering a great solution.
4th Step: Question Priority
Many days have gone by, and the prospect continues to ghost you. Now is the time to ask them if it’s still a priority for them. Remember that you only want to win their business if it is the right time for the deal to happen.
5th Step: Wild Card
This is probably one of the most effective steps. The goal from this step should be one that gets a reaction from the prospect. The reaction could be of any kind, as long as it is not negative. However, you should not sound desperate, invasive, or disrespectful.
6th Step: Close ‘Em!
Closing all the time isn’t just a saying, it’s how we win business. Always look for a chance to respond to a question with a response that equals a deal. If they ask a technical question, ask the prospect why they’re curious, and use that positive response to close them. Objections and hurdles during the sales process are great opportunities to close!