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Be a Follow-Up All-Star: The 1-2-3 Method
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Be a Follow-Up All-Star: The 1-2-3 Method

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In this 6-page whitepaper, we include: …

In this 6-page whitepaper, we include:

Email templates to be used in post-presentation follow up to maximize prospect response

Comprehensive flowchart of post-presentation follow-up activities

It’s preached over and over. Activity, activity, activity. It’s the key to the castle when it comes to a career in sales. You must stay active. Sales is a marathon and not a sprint. As a salesperson, it should be your mantra. “What I do today will determine what I reap tomorrow.” That’s why it’s so important to follow up with existing opportunities diligently and meticulously. As salespeople, it’s easy to become enamored with the new, juicy opportunities that make their way into your funnel, but be careful not to forget those that have already been through some part of your sales process already.

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  • 1. Be a Follow-Up All-Star-THE 1-2-3 METHODBe a Follow-Up All-Star-Up All-Star-THE 1-2-3 METHOD
  • 2. INTRODUCTIONIt’s preached over and over. Activity, activity, activity. It’s the keys to the castle when it comes to a career insales. You must stay active. Sales is a marathon and not a sprint. As a salesperson, it should be your mantra.“What I do today will determine what I reap tomorrow.” That’s why it’s so important to follow up with existingopportunities diligently and meticulously. As salespeople, it’s easy to become enamored with the new, juicyopportunities that make their way into your funnel, but be careful not to forget those that have already beenthrough some part of your sales process already.Now there are all different kinds of follow up throughout the sales process:• Contacting inbound leads (hand-raisers/suspects) that aren’t quite ready for a sales appointment• Following up with prospects who have seen your presentation and need some time to decide on acourse of actionIn this discussion, we’ll be referring to the latter. Specifically, what do you do once the prospect has seen yourproduct or service presentation?In this Sales Follow-Up whitepaper, you’ll find:• Discussion of the objective of follow-up• Introduction to the 1-2-3 Method• Email templates for use with the 1-2-3 Method• Follow-up flowchartTHE OBJECTIVE OFPOST-PRESENTATION FOLLOW UPHow do you make the most of our follow up activity level? How do you make sure that your follow up activityis achieving the objective? Before answering those questions, we need to determine what exactly IS theobjective of following up with prospects.The primary objective, obviously, is to advance deals to the next stage of the sales process. But if you take astep back and look at what that means, you’ll reveal a stark reality.The actual objective is to “clear the playing field.”It would be great if the only prospects that salespeople spoke with were the ones who would eventually buy…but that’s not the real world. The reality is that 80% or more of the sales prospects that go through a salespresentation WILL NOT BUY – some are not ready yet and won’t be for a while, and some will never buy. Sorather than spending time and resources chasing those that won’t buy, the key is to weed out those who will.This might come as a shocker, but the “No” answer is okay when it comes to post-presentation follow up. “No”clears the air. “No” lets prospects sit down and reveal those still standing. Keep reading to find the best way toweed out the buyers from the non-buyers in a diplomatic and effective manner.
  • 3. THE 1-2-3 METHODA method that works well for getting to the prospects that are most likely to buy is the 1-2-3 method. Thistechnique is essentially a series of three emails aimed at verifying a prospect’s continued interest in yourproduct or service. The messages within the emails are deft and tactful and give the prospect an opportunityto say no.As salespeople, it’s inevitable that you’ll have sales prospects who are gung ho about your offering and what itcan do for them, but then a week later… radio silence, nothing, crickets. These emails will help authenticatetheir interest (or lack thereof). In fact, it is highly likely that this soft prod will help revive prospects that havegone silent.The basic flow is as follows:TEMPLATESThe actual message in each email is very simple and conversational. No need to inundate the prospect with aton of information unnecessarily. Below you’ll find the templates used in the 1-2-3 Method:1. FeedbackHello [NAME],Any feedback regarding the information we sent you regarding our services you want to provide viaemail, or should we hold a time open on our calendars this week or next to discuss?Thanks,John SmithInitial Follow-Up EmailEmail #1 Email #2 Email #3FEEDBACKSOFTTAKEAWAYHARDTAKEAWAYInitial Follow-Up EmailEmail #1 Email #2SOFTEmail #3HARD
  • 4. Hello [NAME],Ive not heard back from you and it may be that you got busy and meant to come back to this.Would it make sense for us to set aside a time to talk later this week or should I be contacting younext month?Regards,John SmithHello [NAME],Since I’ve not heard back from you, I will assume you’ve elected to go another route for[PRODUCT/SERVICE]. Should your needs change and a [PRODUCT/SERVICE] make sense, pleasekeep us in mind.Regards,John SmithSales Psychology:You are softly opening the door for further discussion. Not only that, but you are also providing a timeframefor the prospect. The typical responses to this call-to-action question might be:1. Yes. Let’s schedule a time to talk.2. Now is not the right time. Follow up with me in a month.3. SilenceIf the prospect opts for #3 and does not respond, then wait a specified period of time and send the SoftTakeaway.2. Soft TakeawaySales Psychology:In the Soft Takeaway, you exercise some tact in pointing out that the prospect has failed to respond. In fact,you’ve built in a non-confrontational excuse for them. No guilt tactics, no aggression – just plain andprofessional. The call-to-action question gives the prospect an opportunity to meet or designate themselves asa longer-term follow up. It may seem counterintuitive to give the prospect an out, but remember, the objectiveis to weed out the buyers from the non-buyers. The typical responses might be:1. Sorry for not responding sooner. Actually the timing is right. Let’s meet soon.2. I think a month would be good to follow up.3. We are no longer interested.4. SilenceIf the prospect opts for #4 and does not respond, then wait a specified period of time and send the HardTakeaway.3. Hard Takeaway
  • 5. Sales Psychology:In the Hard Takeaway, we are simply removing the prospect from our sales funnel and politely letting theprospect know as such. You would be surprised at how often a prospect will revive after receiving the HardTakeaway. Typical responses might be:1. No wait. Sorry for my slow response. Let’s meet.2. Thanks for your follow up, but we are not interested. You should contact me in six months.3. SilenceMarketing Qualified Leads /Sales AppointmentsPresentationInitial Follow-Up EmailFEEDBACKRESPONSESOFT TAKEAWAYHARD TAKEAWAYQualified?No ProposalAnswerNotAdvancingNOYESAdvancingAnswerAnswerAnswerNo ProposalAnswerAnswerAnswerAdvancingNOYESAdvancingAnswerDrop-OutLong-TermFollow-UpsContinuing inthe SalesProcessMarketing Qualified Leads /PresentationInitial Follow-Up EmailFEEDBACKSOFT TAKEAWAYHARD TAKEAWAYQualified?RESPONSE
  • 6. CONTACT USFind out if SalesStaffs pay-per-performance demandcreation program is the right outsourced solution foryour business development plan.Contact us by phone, chat or through our web form tolearn more about how we can grow your sales.SalesStaff, LLC10701 Corporate DriveSuite 340Stafford, TX 77477 (Houston Metropolitan Area)Phone: 888-591-8022, EXT. 333Fax: 281-596-4476Email: info@salesstaff-it.comTwitter @SalesStaffLeadsFacebook /SalesStaff