Education

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 9:
Follow-up on prospects

3. Lesson Objective
1. Identify and analyze the potential of
each prospects
2. Organize a follow-up strategy
3. Asses the follow-up strategies

4. Identify and analyze the potential of
each prospects
Before following-up with prospects, it is
important to analyse the below:
 Time of the year when agreements are
renewed or expired
 The prospect budgeting & buying cycles
 Potential sales, growth and diversification
opportunities
 The seasons and regions of the customer

5. Organize a follow up strategy
Use the company’s usual follow-up tools:
 Post visit email or letter
 Newsletter
 Business breakfast
 Golf game
 Networking cocktail

6. Assess the follow-up strategies
After following up on the prospect,
you can asses the below:
 Results of each strategy
 Impact on the business relationship
 Check if the strategies helped you
achieve your objectives or set a
deadline

7. Exercise
Go back to the presentation you
prepared in Module 5 and try to
identify 3 to 5 strategies to follow-up
with your prospects.
 Be creative
 Present your ideas to the group

8. Make a lesson Summary

9. Have a wonderful evening 