Back to Home
Lori Richardson commented on

What's the nicest way to point the finger?

I quite often have prospects say "I'll get back to you by [insert date] here" but a week or so afterwards I haven't heard from them.


What's the best way to follow up and drive them to do what they said they would do, without coming across as accusatory?

Bravo
Hey Nathan,
In my experience, it depends on the person. If you are dealing with a direct, business-savvy, executive type, I think it’s fine to just follow up directly and ask for an update for your established timeline. If that doesn’t work try option #2.

#2 works well for non-execs and more bubbly personalities and you want to remove the guilt by di...
See more
Bravo
1
Reply
I like that - a colleague of mine calls it an "accusation audit".  i.e. mea culpa, I should have done x
Bravo
1
Reply
I coach sales reps to end their conversation by saying "Sounds great. I'll go ahead and put a note on my calendar for Monday (or 2 days from when the prospect says they'll get back to you). If I don't hear from you, I'll proactively reach out. Sound good?
Bravo
3
Reply
Sometimes this happens.  We all are busy and get pulled in many directions throughout the day. Our potential customers are no different.  One way I’ve found to help drive people to do what they say they are going to do is to send a calendar invitation for the day/time of the follow up.  Have the person you are speaking with accept the invitation wh... See more
Bravo
1
Reply
I always find this one challenging. Sometimes I will send them a calendar invite for a few days out and say in the note "Do you have 5 minutes at this time for an update on the campaign?". If they decline, it means that aren't interested and there's your answer! If they accept, then you're back in business baby 8-)
Bravo
Reply
I also try to uncover any hidden insecurities or objections in that call with a quick question like, "are here any reasons, that you know of today, that could keep you too busy, to get back to me?" Sometimes I get a nice piece of info about some external og internal event, that could shift the progress of the sale, or I flat out get a NO and in tha... See more
Bravo
Reply
This happens quite often. Best thing would be to proactively reach out to check if any progress been made. For this to happen, you need to set the right expectation with the prospect in advance. 
If you do not get a response or action from the prospect, you could share a couple of alternate time-options through the week. Meantime, I would recommend ...
See more
Bravo
Reply
When anyone tells me that they'll get back to me by a certain date, I'll say - "great! and if by any chance something comes up and you don't get back to me, how about I give you a call / a ping / a follow up?" (of some type)   This way, it is expected that I'll be following up if I don't hear from them rather than it being awkward in any way. [you ... See more
Bravo
Reply
Join Bravado to comment on this post