M4rx

Senior Account Executive

How do you handle follow up's after initial presentation/positive interaction?

More just a curiosity, as I know everyone has their own ways of doing this. This is specifically geared towards inbound software sales.

My traditional follow up after initial meeting/call: Send email with relevant presentation

2 days after initial call: call 2 times, no voicemail

3rd day: call once leave voicemail and send email

5th day: call, no voicemail, no email

6th day: call, no voicemail, email(including relevant article, case study), add on linkedin

8th day: email(a little FUD to reignite the fire)

10th day: call, email again

14th day: call, voicemail, final email to reengage.

After that they get added to a drip campaign of relevant articles, tips and tricks.

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18 comments

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CuriousFox

WR Officer

🦊

I send a recap email the SAME DAY outlining the next steps and who is responsible for what. Then I follow it up with a calendar invite to discuss the results of the actionable items I set in the email.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Pair that with setting expectations on the call itself, and you have my SOE for early stages!

M4rx

Opinionated

Senior Account Executive

Interesting, I’ve always thought about that. Do you just send an assumptive “tentative” follow up call invitation(assuming it isn’t setup on the original call).

CuriousFox

WR Officer

🦊

I set it up during the close of the first call.

jefe

Arsonist

🍁

I like to show up at their house on day 15, but maybe that's just me...

Notmyrealname

Politicker

Flowers, boombox, or shotgun?

jefe

Arsonist

🍁

I’m old school - pitchfork and torch all the way

M4rx

Opinionated

Senior Account Executive

I’d love to show up at their house, but airline flights are only expensed to a certain extent. Plus it’s hard to fly between 5 states daily.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Why are you waiting 2 days after the initial call? This isn’t Tinder dating. Send it that day!

And why aren’t you getting the next meeting prior to getting off the phone? Not doing so is an amateur move.

You need to step it up.

M4rx

Opinionated

Senior Account Executive

This is a new model we are trying within the company. Email is sent within 5 minutes after initial call(Teams presentation). Then follow up 2 days after. The current model is very transactional, so meeting is typically setup on the same initial call, which classifies it as a Opportunity in our pipeline(sorry that wasn’t clarified in post). This is for anything else.
Side note: there is typically 4-6 “presentations” per work day, so there is a ton of volume.

GreenSide

Politicker

Sales manager

Why did I have to scroll this far to find an answer on setting the meeting prior to getting off the phone?

If the customer refuses, I get them to agree on a reasonable timeline they will get back to me, and I make it crystal clear I will absolutely be reaching out if they miss that date. I also let them know if we’re not a good fit, it’s very easy to avoid my future outreach by simply telling me.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

This is pretty close to what I do. curious to see what else gets brought up and what I can add to my playbook.

M4rx

Opinionated

Senior Account Executive

Yeah that’s the whole reason I posted this, can’t ever have too much info!

Notmyrealname

Politicker

I guess I don't understand why you use this? If the first call is positive why do the need to be put into another sequence?

TennisandSales

Politicker

Head Of Sales

soooooo if you need to do all this its not the follow up. its the meeting that is the problem.

I would reevaluate how well you understand their pain and how much they belive you can solve their problem.

braintank

Politicker

Enterprise Account Executive

If you let an interested inbound hang up the phone or leave the demon without next steps booked you're doing it wrong.

Ashing

Opinionated

Senior Account Executive

dear lord.

ALWAYS leave a voicemail. if you had something important enough to call them about, it's important enough to leave a message about. Calling and no VM means you were just sales-fishing. It looks bad.

Email them same day after the first call. Tell them on the call you're going to email them SOMETHING (even just "hi I said I'd email") this sets the standard that you do what you say you'll do, when you say you;ll do it.

tightlines

Politicker

Account Executive

Always sending a same day recap and summary of a mutual action plan for me

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M4rx

How do you handle follow up's after initial presentation/positive interaction?

18 comments

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