On this episode of The Smarter Sales Show, Merit and Julie share their best techniques and tech for SALES FOLLOW-UP.
In response to a listener question about following-up with sales prospects, the hosts discuss four strategies for when a client says the timing isn’t right. Merit and Julie provide techniques—including asking questions and securing a date—as well as specific tech that is helpful.
Asking the client about their interest directly can help you move forward. And even if they do say they’re not interested, you can still test that to see if you can turn it around by asking what they would have liked to hear. They explain that 80% of prospects can be crowding your sales pipeline because they’re apprehensive, and you can capitalize on that. This will allow sales managers to make better sales forecasts with more reliable, realistic pipelines. After gaining a confident yes, scheduling can confirm. But don’t make the mistake of waiting or sending a scheduling link, despite how helpful that tech is. You want to schedule it immediately.
Julie talks about some tech that can move the sale forward, too. SyncGene is an app that will synchronize your work and personal calendars to consolidate into a single to-do list. This can solve the problem of missing dates across multiple calendars. Another tool called Zapier allows you to create “if/then” logical rules that automates some of your tasks, allowing you to chain tasks together and streamline your workflow.
Another technique Merit mentions is called the Qualifier’s Mindset, which helps you to sell your solution, even when your confidence is low and your empathy is high. Even if they’re not interested in hearing about it, it helps to believe in the value of your solution and how it brings value to your clients.
Big Brother tech, or sales document tracking tech, is the final piece of tech Julie discusses. This allows you to get notifications and updates on changes to the status of documents you send out. DocSend, for example, can inform you when a document has been opened, as well as how much time a client has spent on individual pages, giving you evidence that they’re actually interested.
01:45 — Keys to the sales follow-up
04:30 — The Qualifying Question
06:20 — The 80/20 rule for confirming prospects
08:00 — If you get a yes, get out your calendar
10:30 — Everything plus a sync (sync’ing apps, that is)
14:40 — The Qualifier’s Mindset
17:00 — How Value Changes Your Mindset.
19:00 — Big Brother Tech for Sales.
22:45 — Next week: How to Get More Referrals!
— “Set the stage for the great qualifying question.”
— “They are hoping you are so unorganized that you won’t call them back.”
— “Every CEO of every company wants a realistic pipeline.”
— “If you’ve got someone in a conversation, schedule it live.”
— “If it doesn’t get you to the next step, you’re probably not using the right tech.”
— “You may not follow up with a prospect if you think it’s a waste of time.”
— “Just like that, a document I thought was dead had resurfaced alive!”
— “Data and analytics can be our most powerful tool.”
— “Correctly using tech can shift your mindset.”
Referenced in this Episode:
www.docsend.com – Sales Document Tracking
www.syncgene.com – Gmail and Outlook Synchronization
www.zapier.com – Integrations and Automation Tool
www.booklikeaboss.com – Online Calendar Booking Application (it’s what Merit and Julie use!)