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As a final post in our series about follow-ups, I want to give you a few tips to make sure you have everything you need to be successful.
Watch the video below to hear what they are.
You’re in charge of making sure the follow-up process continues to move forward.
Following up is a long process. It rarely works out to where you make the call, they give you a firm yes or no, and then you’re done. More often than not, you’ll have one call after another with them until they’re ready to make a decision.
Always have an appointment for the next call before you end the conversation. Even something as simple as knowing that you can call them at 10am on Tuesdays means you can schedule your next follow-up after a quick confirmation with them.
Follow up professionally and respectfully.
Most people don’t mind you calling them on a regular basis if they’re expecting it. Until their decision is a definitive “No.” or they ask you to stop calling, keep following up.
Having said that, make sure you don’t waste time on people who aren’t a good fit. I’ve had prospects that I followed up with for months, but only if I knew they had what it takes to be a great influence in the business.
Make the prospect feel like they’re in control.
Always end the conversation with the prospect giving you permission for the next step. Make them feel like they are in control and that you respect their time and decisions.
That doesn’t mean losing control of the ball, though. For example, if they tell you, “I’ll follow up with you sometime next week.” You need to change the perspective. Always have a set appointment for the next call.
In that situation you can simply say, “I appreciate that and certainly look forward to talking with you again, but I’m so hard to get a hold of. I’d rather be the one making an effort to get a hold of you. Would next Tuesday be okay for you or would Friday work best?” Go right back into asking for an appointment and end with them giving you permission to continue following up.
I hope this series has helped prepare you and motivate you to get on the phone and get started.
Be sure to like our Facebook page for a special Facebook Live training next week. Don’t miss it!
All the best,
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