follow up with prospects

5 Steps To Effectively Follow-Up Prospects

Follow Up

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had to read that twice before it sunk in. What causes it? Lack of time? No desire? Carelessness? Laziness? I don’t…

Read More

6 Ways To Keep Your Prospects Hot After The First Visit

man thinking red question sign

I received an interesting question yesterday. Here it is: Hi Sean Please can you offer some help. I have purchased a new Laser cutting machine for cutting just about any shape you can think of out of steel. So, we have been telling everyone on our data base, just what we have to offer. However, how do we maintain the…

Read More

The Best Way To Follow Up A Sales Call

My team gained a good client earlier this year and have just learned that they are going to get more work from them in the near future. As normal, we asked the client why they chose us and why they have given us the extra business. Naturally, if we know what we’re doing right, we can do more of it. They…

Read More

Solving Prospects’ Problems The Easy Way

The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your sales presentation, the tricky part of this situation is ensuring that the problem that the prospect is attempting to solve…

Read More

A Powerful Tip For Following Up On Literature

The cold call went so well, you wished it were recorded so you all of your peers could hear. The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds like you are talking to a totally different person. Suddenly, the prospect became defensive and short. The rapport you established…

Read More

3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Although you may get many chances to do this during the sales process, the best time to differentiate yourself is in the very beginning. Here are three powerful ways to help you eliminate your competition so they could ultimately respond…

Read More

Following Up on Literature to Set the Appointment: Tip #3

Follow up written on calendar

You worked hard to get your foot in the door, and you finally reached the decision maker (DM).  It took a few minutes, but you established some rapport in the initial cold call.  You sent out your information package and called back in anticipation of setting an easy appointment. However, you reach the prospect, and she does not seem to…

Read More

Following Up on Literature to Set the Appointment: Tip #1

Follow up written on calendar

You worked hard to get the contact information of the decision maker (DM). You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. You established some rapport and interest and the prospect looks forward to receiving your literature. Everything is going along perfectly as to your sales process. However, when you…

Read More

How to Find Out Valuable Information About Prospects

Jigsaw puzzle brain piece

When you meet a prospect, how much information do you usually get from them? Naturally, their name, phone and email adrress is top of your list. But what other information can you ask for that would make your job easier? How much could you know that will help you identify the best way to network with this prospect? Here are…

Read More

Your Best Prospects Are Your Current Customers

Businessman holding virtual people

How many times has your manager told you to go out and prospect? If they are worth their salt, I hope it’s hundreds of times. And they may even have given you a lead sheet to help you on your way. Do you know the best source of leads? The people who you will want to call, rather than shy…

Read More