If you’re a sales representative, you should know that making a follow-up call to a prospect can be challenging, but it’s a necessary part of the job. Typically, these calls are what helps them go further into the sales funnel and where you can turn leads into paying customers. It’s what will set you apart from other reps, and mastering it will help you become a more effective person for the job.
Why Are Follow-up Calls Necessary?
There are many reasons to follow up with your prospective customers. It’s a vital part of the job, and it helps reinforce the foundation you created when you first contacted them. Here are some of the reasons it’s a necessity:
Reason #1: It Establishes a Connection
Reaching out to your prospects once simply will not establish a meaningful enough connection to get them to try your product or service. Although one cold call can get them interested in what you have to offer, they will likely not go out of their way to learn more about it.
People nowadays live more fast-paced lives than ever before, and they’ll likely forget about you in a matter of minutes. If you’re a B2B sales rep, this problem is especially more apparent because business owners get tons of sales calls per day. Building a meaningful connection by following up with them after your initial contact will help them better remember you.
Reason #2: It Helps Gain Trust
Another reason to reach out to prospects again is to build trust. A follow-up call will help the client know that you’re looking to develop a long-term working relationship with them and are not just looking for a quick sale.
Establishing trust will help further drive their decision about making the purchase, and they will likely become a satisfied, loyal customer who can recommend your products or services to others.
Reason #3: It Breaks Down Barriers
Prospective customers may sometimes hold back from a purchase because they’ll have some questions and apprehensions about what you offer. However, making follow-up calls help you proactively address their concerns, which will break down the barriers that delay their decisions. You’ll have a chance to educate them about your products and services, which can secure the sales. As a bonus, you’ll show that your company offers excellent customer support!
Reason #4: It Generates More Sales
Following up with your prospects has the ultimate goal of closing more deals and generating more sales. When you build a connection, establish trust, and break down your prospect’s apprehensions, they will be more likely to support your brand. Contacting them repeatedly also helps them feel like you value them, which is an excellent way to start a healthy business relationship.
The reasons above make it clear that following up with your prospects is a vital practice that will help you become a more effective sales representative.
Some Tips to Make the Perfect Follow-up Call
Because follow-up calls are so important, it’s ideal to use only the most effective strategies for the job. Although it can be challenging, you can drive more sales by following the best practices and right techniques. Here are some tips to get you started.
Follow-up Tip #1: Set It up on Your Initial Call
Setting a time and date for your follow-up right from the initial call is a critical step that sales representatives must do. Doing this will make sure that you and the prospect are on the same page, so you can both contact each other at the best, most appropriate time that works with your schedules.
Avoid making vague commitments, such as “within a few days” or “within the week” to avoid any confusion and conflicts. Ask them if a specific time, day, and date works for them to ensure that you will not end up as just another missed call. If their schedule is full at that time, you can recommend another one or ask them about what’s most convenient for them. The important thing is to set up a foundation.
Follow-up Tip #2: Make an Interesting Opening Statement
Starting off on the wrong foot will likely not give you the best results. It always pays to open up with more interesting lines than the usual ones, such as:
“I’m calling to know if you have any questions.”
“I would like to know if you have come to a decision.”
“I am just following up on the proposal.”
Although there is nothing wrong with those statements per se, they may seem overplayed, routine, cold, and robotic. You’ll want to set yourself apart from any other vendor out there looking for some quick sales. It’s best to seem genuine and open with something refreshing and interesting.
Start off by stating your full name and company, then differentiate yourself by reminding them of the reason you’re contacting them. Help them remember the pain points they discussed or implied in the initial call and how your products or services can help.
It’s crucial not to waste any of their time, so set up an agenda before your discussion to let them know what they can expect from the conversation. It also helps if you can give an estimate on how long the call will take.
Follow-up Tip #3: Email before and after the Call
Although you might have marked your calendar and set an alarm for when you’ll be calling a prospective client, it may not be the case for them. The odds are that they will forget that you even scheduled a follow-up call, and they might be surprised that you’re contacting them that day. To prevent this from happening, it’s advisable to remind them by emailing them at least 24 hours before you contact them.
Sending them an email after you get in touch with them will also be ideal, as this will help summarize what you’ve discussed and inform them of the next steps you’ll take. It doesn’t have to belong and be exhaustive – a short one highlighting the key parts will be enough to remind them why they need your products or services.
Follow-up Tip #4: Be Memorable
It’s crucial to get creative and think of ways to let a prospect remember your brand. You may send handwritten thank you cards or provide them with incentives to thank them for their time. Imparting something to remind them of your service will help clients look forward to working with you.
Follow-up calls are integral parts of a sales representative’s job. They help establish connections and trust while breaking down the barriers that hinder their decision to purchase. Learning the right strategies can help you communicate more effectively, so keep this guide in mind as you make the most of your follow-ups!
If you’re looking to land a job as a sales representative, CrewBloom has you covered. We’re dedicated to helping you find the right remote work that suits your needs and interests. Apply today!