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How to 'follow up' on sales prospects to close deals
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So one of the most common questions I get from salespeople is:
“How do I FOLLOW UP with prospects after a meeting or demo? The meeting will go great, but after the demo, they’ll ghost!”
The truth is, if you’re FOLLOWING UP with a prospect, you’ve actually ALREADY lost.
You might as well tell the prospect, “you know what, actually don’t buy this product.” You’ll get the same result.
And in this video, I’m gonna tell you WHY and give you a strategy that ELIMINATES your need for “following up” ALTOGETHER.
After I learned this strategy, it helped quadruple my close rate. Which helped me make more money, which helped me eat better food and become RIPPED. And it’s gonna do the same for you.
So let’s start by talking about what most salespeople do.
First, They’ll get prospects on a call, discover pain points, build rapport, tackle objections, pitch the product, and try to go for the close.
Naturally, there will be times when a prospect won’t give you a YES right away.
Maybe they need to talk to their business partner or spouse, maybe they need to figure out how to pay for your product/service. Whatever the reason, As ANNOYING As it is… they need more time.
What MOST salespeople do is say they’ll check in on the prospect after a certain amount of time.
A couple days go by and they’ll try to call their prospect.
Their prospect doesn’t pick up so the salesperson leaves a voicemail message.
“Hey there! Just following up and seeing if you’ve had time to greenight the proposal! Gimmie a call back!”
Hours go by… Then days… then a week. No response.
They’ve ghosted and now you cry yourself to sleep.
The problem with this approach is that you are keeping things wayyy too open ended.
By telling them that you’ll follow up and leaving it at that, you’re keeping things too abstract for your prospects and it feels less ‘real.’
As a result, it’s way less likely that they’ll take the action steps necessary for the deal to close.
It’s kinda like when you run into someone you know on the street and you’re like! “Hey we should hang out sometime!”
They might agree at face value, but if it’s left at that, chances are that you won’t meet up with them ever.
Which can be good if deep down, you’re not actually trying to hang with them, but this is horrible for sales.
So how do we get around this? Well, the answer is to set CLEAR and MEANINGFUL next steps.
Instead of saying “I’ll follow up in a week,” do three things:
1. tell them the steps you need to take (if any) prior to the next meeting. Maybe you need to send over some case studies or put together a proposal.
2. Next ask them explicitly what steps THEY need to take before your next meeting. Perhaps they need to speak to their boss tomorrow to get approval. Maybe they need to submit your terms to their Legal department. Whatever it is, by having them say it out loud, it will give them clarity on exactly what they need to do in order for the deal to go through.
3. Get their commitment for the next meeting. Ask them if they are available on a specific Time and Date, and make sure they’re legitimately on board for this next meeting.
Once you do these three things, you won’t need to FOLLOW UP any more. They have clear expectations and know exactly what to do on their end. As a result of this clarity, they’ll be way more likely to take action and purchase your service.
Once this happens, your close rate will increase and you’ll start making a lot of money. Your new life’s problems will be choosing which color Lamborghini you want.
Thanks for watching, if you want to go deeper into accelerating your B2B sales skills I made a free 17 minute training about the three most game changing strategies that will help you exceed your sales goals and quota by 150%! I’ve helped salespeople all over the country see awesome results, and I want you to be next. Click the link below to sign up and I’ll see you inside!
---
Free B2B Sales Training:
Click the link below to join my free "Sales Community for Closers" group:
👋 Connect with me on LinkedIn and say what’s up:
---
So one of the most common questions I get from salespeople is:
“How do I FOLLOW UP with prospects after a meeting or demo? The meeting will go great, but after the demo, they’ll ghost!”
The truth is, if you’re FOLLOWING UP with a prospect, you’ve actually ALREADY lost.
You might as well tell the prospect, “you know what, actually don’t buy this product.” You’ll get the same result.
And in this video, I’m gonna tell you WHY and give you a strategy that ELIMINATES your need for “following up” ALTOGETHER.
After I learned this strategy, it helped quadruple my close rate. Which helped me make more money, which helped me eat better food and become RIPPED. And it’s gonna do the same for you.
So let’s start by talking about what most salespeople do.
First, They’ll get prospects on a call, discover pain points, build rapport, tackle objections, pitch the product, and try to go for the close.
Naturally, there will be times when a prospect won’t give you a YES right away.
Maybe they need to talk to their business partner or spouse, maybe they need to figure out how to pay for your product/service. Whatever the reason, As ANNOYING As it is… they need more time.
What MOST salespeople do is say they’ll check in on the prospect after a certain amount of time.
A couple days go by and they’ll try to call their prospect.
Their prospect doesn’t pick up so the salesperson leaves a voicemail message.
“Hey there! Just following up and seeing if you’ve had time to greenight the proposal! Gimmie a call back!”
Hours go by… Then days… then a week. No response.
They’ve ghosted and now you cry yourself to sleep.
The problem with this approach is that you are keeping things wayyy too open ended.
By telling them that you’ll follow up and leaving it at that, you’re keeping things too abstract for your prospects and it feels less ‘real.’
As a result, it’s way less likely that they’ll take the action steps necessary for the deal to close.
It’s kinda like when you run into someone you know on the street and you’re like! “Hey we should hang out sometime!”
They might agree at face value, but if it’s left at that, chances are that you won’t meet up with them ever.
Which can be good if deep down, you’re not actually trying to hang with them, but this is horrible for sales.
So how do we get around this? Well, the answer is to set CLEAR and MEANINGFUL next steps.
Instead of saying “I’ll follow up in a week,” do three things:
1. tell them the steps you need to take (if any) prior to the next meeting. Maybe you need to send over some case studies or put together a proposal.
2. Next ask them explicitly what steps THEY need to take before your next meeting. Perhaps they need to speak to their boss tomorrow to get approval. Maybe they need to submit your terms to their Legal department. Whatever it is, by having them say it out loud, it will give them clarity on exactly what they need to do in order for the deal to go through.
3. Get their commitment for the next meeting. Ask them if they are available on a specific Time and Date, and make sure they’re legitimately on board for this next meeting.
Once you do these three things, you won’t need to FOLLOW UP any more. They have clear expectations and know exactly what to do on their end. As a result of this clarity, they’ll be way more likely to take action and purchase your service.
Once this happens, your close rate will increase and you’ll start making a lot of money. Your new life’s problems will be choosing which color Lamborghini you want.
Thanks for watching, if you want to go deeper into accelerating your B2B sales skills I made a free 17 minute training about the three most game changing strategies that will help you exceed your sales goals and quota by 150%! I’ve helped salespeople all over the country see awesome results, and I want you to be next. Click the link below to sign up and I’ll see you inside!
---
Free B2B Sales Training:
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