Prospecting Tip #2: Follow-Ups
Such an important part of the sales process is following up with your prospect. You’re not on the top of their mind naturally, so you need to get top of mind. I know for whatever reason sales-people don’t do it, but I never understand why. You’re trying to earn their business! They aren’t going to just call you, their focused on their day-to-day life or their business, not you and your product.
You need to constantly be putting yourself back on their radar, their voicemail and inbox. Set yourself apart from everyone else trying to book time with them. The fact that most salespeople don’t follow up is good for you, capitalize on that and make them see you as someone who stands out above the rest. 80% of sales require five follow-up calls after the meeting. 44% of sales reps give up after one follow-up. “Good!! More for me.” That’s the mentality you should have. Follow up every call with a voicemail, every voicemail with an email, and repeat weekly. Your goal should be to stand out so much that they want to hire you to sell for their company. If you can do that, you’ll book time with anyone.