Are you aware that speaking with confidence dramatically benefits your follow-up outcome?
Most people share they feel anxious about having to make a follow-up call. They begin to waste time agonizing over the need to call, and by the time they do, they stammer. I hope the following tips will help you to sound confident and overcome your fear.
Follow-up Tips for a Better Outcome:
1. Should you be late in your follow-up, acknowledge the fact and speak to time flying. Your honesty will be appreciated.
2. When you are prompt with your call, remind your prospect they asked you to follow up at that time.
3. When the party answers the phone, remind him/her where you met and that they asked you to call at this time.
4. After the re-introduction, state your name and name of your business.
5. Begin the conversation by asking if it is a good time to speak or if scheduling would be preferred.
6. State you would like to take the time to update one another.
7. State also that you are most interested in finding ways to help one another.
8. Let your prospect speak first.
9. When it is your turn to speak, provide an overview first.
10. Next, position your updates to your prospect’s interests.
11. Determine if the two of you should meet or speak at length; if yes, ask to set a date and time.
12. Be clear on time zones and who is to initiate the call.
By operating in the manner described, you will be sending a subliminal marketing message that you are a professional. You will be far more successful in gaining agreement from your prospect. When you change your mindset to “helping” rather than selling and serve to build relationships every step of the way, you will easily build business and close more sales. You will soon enjoy the Smooth Sale!
