How To Make a Follow-Up Sales Call (Plus Tips)

It’s easy to focus on the initial contact. The first meeting. The email you’ve sent to someone important. You reach out to someone and then feel good about yourself. You’ve done your job, you’ve pitched and reached out. You’ve asked for a meeting/call/etc. Now all you have to do is sit around and wait for them to respond.

I have a simple philosophy: I follow up as many times as necessary until I get a response. I don’t care what the response is as long as I get one. If someone tells me they need another 14 days to get back to me, I will put that in my calendar and ping them again in 14 days.

If they tell me they are busy and they don’t have time right now, I will respond and ask them when they feel like a good time would be for me ping them. The key here is to actually keep following up. If someone tells me they are not interested—I leave them alone.

“My life changed after I started implementing your follow-up advice. The only thing that can make me stop following up is my prospect. Today I closed a deal that started 5 months ago. 32 touchpoints, including e-mail, whatsapp, and phone-calls. In the past, Id have stopped following up long ago (and lost the deal). Thanks to the follow-up, I finally got a response: They had a crisis at their company and froze all partnerships. Once the crisis was resolved, I was there—at the right time, and closed the deal. I won at least 15% more deals just by putting your follow-up advice into action.” – Thiago Dantas, Head of Sales, Vulpi

The follow-up call is where the relationship with your prospect begins.
  1. Tip #1: Get commitment for the follow-up. …
  2. Tip #2: Build equity and be remembered. …
  3. Tip #3: E-mail a reminder and an agenda. …
  4. Tip #4: Add value in a P.S. …
  5. Tip #5: Call on time. …
  6. Tip #6: Avoid opening statement blunders that most sales reps make.

How to Master Follow-UP

Why is a follow-up sales call important?

Follow-up sales calls are important because they allow sales representatives to remind leads of a deal and increase the chances of those leads making a purchase. These calls help companies and products stay relevant in the minds of potential customers and make closing a deal more likely. All of this can lead to increased revenue for a company and more exposure for their products since people who frequently hear from a company can more easily remember the name to recommend to others.

What is a follow-up sales call?

A follow-up sales call is a phone call between a sales representative and a potential customer that encourages the customer to close a previously established deal. This call allows sales reps to remind potential customers, sometimes called leads, about the value of a deal and provide them with more information. Follow-up calls can motivate busy customers to take the time to close a deal and make a purchase.

How to make an effective follow-up sales call

Consider these steps to guide you to make an effective follow-up sales call for your sales team:

1. Contact leads quickly

Typically, its a good idea to contact leads soon after having an initial conversation with them about the product or service youre selling. A simple rule for sales reps is to contact your potential customers within an hour after initial contact, but preferably within ten minutes after establishing a deal. This ensures your lead still remembers the deal and the reason they wanted your companys product or service, which makes them more likely to feel they need or want to close the deal quickly.

2. Use multiple channels of communication

Although phone calls are important to remind customers of deals, consider using multiple channels of communication with phone calls to help leads keep track of the information in the deal and your contact details. Some of the most common types of communication channels are emails, text messages and phone calls, but you may also use paper mail for some situations. Text-based channels are a great way to give leads a copy of the information you discuss on follow-up calls and remind them of your product whenever they check their email or text messages.

3. Be persistent

Being persistent is an important aspect of making effective follow-up calls because persistence allows you to stay relevant to your potential customers and encourages them to make a decision about a deal. Many people are busy and may not respond to calls right away, so calling repeatedly reminds them to contact your sales team about their deal and increases the chances of a completed sale. Try to contact your lead multiple times over a few days with important information about your product to keep them interested.

4. Add value to the conversation

A good sales call typically adds value for the customer by giving them more information about an established deal, providing the next steps they can take or offering discounts like bundles or promotions. When calling a potential customer to discuss a deal, try to always add valuable information to keep them interested in your companys products and raise the chances that they answer the phone. However, you may also discuss previous information or reiterate the terms of a deal during the call, but consider keeping it brief and giving more time to additional details.

5. Focus on the benefits

You may be more successful during a sales call if you focus on how closing a deal to purchase a product or service can benefit your lead. Discuss the specific benefits of the deal, like how a new product or service may improve the customers quality of life by making certain tasks easier, providing comfort or raising their level of satisfaction. Adding value in this way helps leads understand why they wanted a product or service from your company and how it can fulfill their wants and needs.

6. Include a clear call to action

Another important step for a sales call is to include a call to action that clearly defines what the customer should do next to close their deal. This action depends on your company and the type of product or service youre selling, but it typically outlines the next step a lead can take in the sales process, which includes giving a decision about a deal, signing contracts or providing details like their address for deliveries. Your call to action may also make the sales call feel more worthwhile for the customer, as it helps them understand your expectations.

Tips for making effective follow-up sales calls

The following tips can help you make sales calls that close more deals and increase revenue for your company:

FAQ

How do you follow up on sales?

Here are five simple steps to effectively follow-up after a sale.
  1. Send a note to say thank you. Some companies send emails. …
  2. Check in. It’s a good strategy to call clients a week or two after the sale and find out how everything is going. …
  3. Keep the lines of communication open. …
  4. Think second sale. …
  5. Ask for referrals.

Why follow up call is important in sales?

The follow-up adds value to the service or product the customer purchased from you and gives you an opportunity to build a relationship that could lead to additional sales from the same consumer and referrals to more potential clients.

How do you do a follow up call?

How to make a follow-up call
  1. Determine your reason for calling.
  2. Make a list of things to say.
  3. Gather your resume and reference list.
  4. Practice the conversation with someone else.
  5. Try to contact the decision-maker directly.
  6. Leave a voicemail message if no one answers.

What do you do after a sales call?

Completing Sales Calls
  1. Make a Plan. After a sales call is complete, your sales team member needs some space to take some quick notes on the opportunity. …
  2. Note Any Future Appointments. …
  3. Send a Confirmation. …
  4. Schedule Follow Ups. …
  5. Add Information to Your Database. …
  6. Develop Your Personas. …
  7. Learn From Your Experience.

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