following up with prospects

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…

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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…

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Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

You made the initial contact through LinkedIn. You then directed the prospect to your company website for additional information. You emailed more documentation and now it is time to call to set an appointment. Fear begins to set in. Will you face a strong gatekeeper screen? Will the prospect have time to talk? Will your voice present the wrong image…

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Following Up on Literature to Set the Appointment: Tip #2

Follow up written on calendar

You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport. However, when you call back to accomplish the next step in the sales process, to set the appointment, disaster strikes.  First, this once very…

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How To Follow Through After Closing

Follow up written on calendar

One of our trainers asked delegates on a recent open sales course, when was the sale actually completed and finished? All the delegates volunteered that it was when the prospect said ‘yes’ to the sale. This was termed the ‘close’, and we could heave a big sigh of relief and tick another one off our checklist. However, I came across…

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