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⏭️ Following Up
The Importance of the Follow-Up
You won’t always be able to get the business.
Some prospects:
- Don’t have time
- Don’t trust cold calls
- Need time to process info
- Don’t feel the problem right now
- Don’t want to fix the problem right now
And many more reasons.
You can get on your high horse or arrange a follow-up.
If you prospect consistently, 30% plus of your meetings will come from follow-ups.
ALWAYS arrange a follow-up.
Objections
Before you agree on a follow up you’ve got to make sure it’s not an objection.
If you hear:
- Send me an email
- Call me back in 6 months
- I don’t have budget right now
Before you agree, ensure you challenge them (see the 📖 Objections Wiki).
If the objection is genuine, you want to arrange a precise follow-up.
Follow-up Methods
If you’re quickly cut off:
Example:
Prospect: “I’m in the middle of a board meeting. Can you try me later?”
You: “Of course I can; how about tomorrow at 10 am?”
Always suggest a very precise time; they’ll often suggest a better one.
When you call them back:
“{name}, on Tuesday, I caught you in a board meeting, and you kindly suggested to call back today”
Use their exact words and remind them they agreed to a follow-up.
If you had a proper conversation, but there’s a genuine objection:
Example:
Prospect: “I just signed a deal with competitor X; there’s no way I’ll look at anything for 12 months”
Step 1: Take them back to the problem; it will be a great conversation starter.
You: “I have terrible timing. Do you mind me asking what the problem you’re hoping to fix is?”
Step 2: Put the ball in their court.
You: “How would you recommend that I follow up and not get lost in your 1,000s of emails?”
They’ll typically know best, and it empowers them to make a choice.
Finally, be legendary:
You’re not as important as you think you are.
Prospects are busy and will forget you very quickly.
Therefore, conclude the call with a question that cannot be forgotten:
- What’s your favourite pizza topping?
- What was your favourite subject in school?
- What was your favourite TV show as a teenager?
I obviously use the first one consistently.
And if they say pineapple I disqualify and report them.
You want to be remembered, break the pattern.
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