Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar.

The trick in sales is to talk to buyers. Rather than responding, "Duh!", professional sales people find this the hardest discipline to execute. But like most successful strategies, it requires a tactical plan. If you've been relying solely on follow-up phone calls to close sales, why not try this plan for 30 days?

1. Create a follow-up activity series. If you use ACT! or another contact manager, assign the series after you send your proposal. If you close the sale, you can always end the series early. Your series could look like this:

0 Day-Proposal Sent

2 Days-Follow-up Phone Call

4 Days-Follow-up Email

7 Days-Follow-up Voice Mail

10 Days-Follow-up Email

14 Days-Follow-Up Voice Mail

30 Days-Follow-Up Email

2. Write a compelling voice mail script. Limit it to 10-15 seconds. (Time it!) Start with your name, company and phone number (which gives the recipient an opportunity to retrieve your number without having to wait for the entire message to play). Next, say your compelling message; then, a declaration about what you want them to do. Finally repeat your phone number at the end. I often give my email address as an alternative way to "return the call."

My voice mail sales follow-up call goes something like this: "Hi, ___, this is Lori Feldman with Aviva, 800/264-5478. I just completed a project for another client who was as concerned as you are about ___. Listen to what happened when they bought my services: (Recap story). I have some additional ideas for (Company's project for which I sent you my proposal. When are you available to discuss it? Here's my phone number again and my email address, if that's an easier way for you to contact me: (Phone and email address.)

3. Send a Fax. Once I get 30 days out from a sent proposal, with no feedback from a prospect, I figure it's time to put him back in the prospect bucket where he'll receive the regular direct marketing I send to all customers and prospects (ACT! Tips, User Group invitations, newsletters, etc.) However, because he was interested in my services-enough to ask for a proposal-and he hasn't said "no" yet, I still want to give him his own follow up.

Based on the value of the proposal, I may put in a recall date every 30 days, or start emailing again, but first I'll try my "last ditch effort," a fax that says, "It looks like your needs may have changed since we last talked. Please check the appropriate box and fax it back to me at your convenience: 1) We're still interested, but I've had no time to follow up with you. Try me in ___ days/months; 2) Our needs have changed, and we don't need you! 3) We went with another vendor, sorry! 4) Who are you again?" Humor goes a long way, too.

It's true that persistence pays off in higher close rates. But your prospect is busy, too, and sometimes you're just not the high priority you think you are. Many potential customers prefer responding via email, which is faster and less intrusive in their day than a phone conversation can be. Giving a prospect several ways to communicate with you-especially when it cuts down on the time you're spending with non-buyers-is a more effective long-term sales strategy. When you focus selling time on buyers who want to buy today, your sales go up!

Lori Feldman is president of Aviva, a mailing list/database marketing and Internet consulting firm and an ACT! Software Certified Consultant. She is this year's Direct Marketer of the Year, awarded by the Direct Marketing Assn. of St. Louis. Reach her at http://www.aviva-aviva.com/act.html

---

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More

Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

Ten Tips for Choosing the Right Direct Sales Company

Direct sales can be your ticket to a profitable home-based... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More