how to follow-up prospects

One Thing To NEVER Do When Following Up On Literature

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. With great skill, you established some rapport and interest and the prospect apparently is looking forward to receiving your literature. Everything is going exactly as written in your sales process. However, when you call back to set the appointment, the…

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

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