UncleHoho

Account Executive

Better follow up?

My follow up is lackluster at best. I'm consistent but feel like it lacks any real impact. Basically the typical "checking in" stuff. How do you follow up with prospects to actually get them to close rather than just sent annoying reminders? Obviously this only applies to prospect who don't close on initial call.

For reference: I sell legal services ranging from 5-15k. Process: meeting set, talk to me (hopefully close), then follow up until close if not.

👑 Sales Strategy

☑️ Qualification Calls

24 comments

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Kosta_Konfucius

Politicker

Sales Rep

I started using this for recaps to keep the deals moving and I like it

braintank

Politicker

Enterprise Account Executive

30 MPC ftw

Kosta_Konfucius

Politicker

Sales Rep

One of the best resources out there

SaaSsy

Politicker

Thanks for sharing that, where’d you pull that from?

Kosta_Konfucius

Politicker

Sales Rep

Their Linkedin page, They will post recaps like for certain topics

Maximas

Tycoon

Senior Sales Executive

Great resource Kosta, I'll try to use it even on my own follow-ups👍

DalJigsaw

Contributor

Business Development and Account Manager

Thank you for sharing!

RandyLahey

Politicker

Account Executive

Hey @UncleHoho Welcome to the war room. Great first post.

I suck at follow-up emails, i find they are extraneous and can sometimes lead to negative outcomes.

"Get them to close" is an interesting way of putting it.

In my recaps, I try to highlight any pain points, needs, etc. - basically the reason why we are having this conversation and why we are continuing to do so. Short and concise.

detectivegibbles

Politicker

Sales Director

What are some ways that you could call/email your customer with value (outside of your actual offer)?

Context: I sell med device ranging from $25k - $1 million+...sales cycle can take 1 month to 3 years.

What do my touch points look like between day 1 of talking through project and providing numbers to getting a signed agreement?

Example 1: Hey Customer, read this article about radiology departments finding success with using AI for customer interaction online.

Not sure if it would help you, but made me think of you.

How is the project coming along on your end? Can we assign an asset to your project yet?

Example 2: Hey Customer, I connected with one of your colleagues on LinkedIn. They said you were hiring for (insert position).

I left a comment so my network would see. Not sure if anything will come of it since everyone is short staffed but who knows!

How's the project coming along on your end?

Point being....you have to keep your name/service/product in front of your customer.

Hey just checking in works, but you may be missing the whole story as to why they haven't signed yet.

Get creative. Think outside the box.

UncleHoho

Good Citizen

Account Executive

This is gold! Thank you

DalJigsaw

Contributor

Business Development and Account Manager

Thanks for writing it out!

Gasty

Notable Contributor

War Room Community Manager

I’m assuming somewhere in the middle of your first call, you’d be able to gauge that it ain’t closing then n there.

Maybe you decide to keep 10 to 20% of “the value” your prospect will get from your services under your hat?

Maybe reveal “that value” in your subsequent calls and e-mails?

UncleHoho

Good Citizen

Account Executive

Interesting idea! Don't share all the goods on the call so you can add value to follow up..

TennisandSales

Politicker

Head Of Sales

so i dont know your process or product well but In this case, you need to understand WHY they didnt close on the first call, if thats what many ppl do.

im assuming there is a "i need to think about it" aspect?

try to gain clarity on WHAT the hesitation is.

so then you can handle it on the phone, or have something specific to call about (not email).

UncleHoho

Good Citizen

Account Executive

In your opinion, is that as simple as "I expect you likely have some hesitations before getting started" or perhaps "what would you want to know/have clarity on before moving forward?" Something to that affect?

TennisandSales

Politicker

Head Of Sales

so it depends on your pitch. but i assume at some point you will end your pitch and ask for the business. Or you could ask "what are your thoughts on that?"

and they will give their opinion. This is also where they could express concerns.

if they say " yeah this sounds good!"

you can say:
Great! so the next step most ppl take is to have me send an agreement over to sign and we can get started. do you have any hesitations on doing that?

this is where you are pressure testing their commitment and trying to get them to tell you what is holding them back.

what ever they say, follow it up with "ok sounds good, what else?"

if it goes well you can handle that and then ask for the business again, or have a clear understanding of what they need to "think" about.

CuriousFox

WR Officer

🦊

Ahhhh you beat me to it friend 🐢

oldcloser

Arsonist

💀

To me, the first checking in email is checking out. It reads “ready to buy yet?” The next one reads “how bout now?” If you find yourself in a spot where that’s all you’ve got, 2 things are at play:

1. You missed your opportunity to close
2. You failed to convey something in your qualifying.

Most here have a substantially longer sales cycle than 1-call. So you won’t see much about tactical closing.in the WR. Fact is, you won’t see much about it that’s newly minted anywhere. That game has changed.

Nobody likes to be sold. They do love to buy shit. But they hate sales pressure. It’s just way too easy to make important purchases while on the bidet.

The cure? The close happens in the open. The better you are at connecting with your prospect, the more often they’ll say yes without you having to be tactical. Connecting is about establishing credibility as a SME, then displaying sincere empathy. If you can elicit emotion, thought, or better yet, a laugh, you’re on your way to a productive pitch.

Even then, you’ll still have to ask for the money. If you’ve opened correctly, it could sound something like: “Makes sense, right? Yeah. I’ll wait for you to grab your card.”

UncleHoho

Good Citizen

Account Executive

Great thoughts. I definitely know this in my meetings (no pressure, consultative, guide type selling) but my follow up still rings of old world sales pressure

oldcloser

Arsonist

💀

It's perfectly fair in follow up to hold a prospect to a promise, tactical as it may be. See if you can get one early like:

"So, that's the problem it solves and that's the road forward that it paves. How important does this sound to you? 1-10. 1 being you have no use for it. 10 being a humanity saver."

If they give you a 10, remind them they thought it was going to save the globe when you met. Should pry open some more dialogue.

Thoughts anyway

UncleHoho

Good Citizen

Account Executive

Thats gooooooood. Adding that to my calls tomorrow!

FoodForSales

Politicker

People buy based on 4 criteria - makes them look/feel better, or saves them time/money. How are you answering those things for them?

GingerBarbarian

Opinionated

Lead Sales

I tell people to never use the phrases "checking in" or "following up". Be direct. What next step do you need from them. Ask for that right up front.

"I am calling so I can go through the agreement with you for a few minutes in case there are questions"

"I am reaching out to set up an appointment for next week to finalize how you want onboarding to go."

Etc.

Justatitle

Big Shot

Account Executive

What did they mention were problems for them? What problems are they looking to solve for and which have priority? Make up some shit about timelines that they won't meet anyway and bang out the follow-ups.

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UncleHoho

Better follow up?

24 comments

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