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In my book, Power Phone Scripts , I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them.
And that means you have to stop ad-libbing your way through your sales career.
Think about it: you wouldn’t want a dentist to make it up as he goes along, would you? Of course not! You count on your dentist to be prepared and trained on the up to date, best practices for handling your dental situation.
The same is true in sales.
And one of the most recurring situations is calling back prospects three or four months later. You’d think this would be a simple, straight forward situation, right? It is, but people still get it wrong.
I was listening to a recording of a client making call backs to prospects, and he opened his call this way:
“Just following up with you. We spoke last December and you told me that wasn’t a good time and that you had a lot going on. I’m hoping that you’re more settled now and perhaps we could talk about your advertising needs?”
Obviously, this isn’t a best practice approach. First, why would you lead with the previous blow off objection she gave you in December? It’s like you’re supplying her with the new blow off she’s going to use right now.
Second, why “hope” she’s more settled right now, and why “ask” if “perhaps” you can talk about her needs now?
Related: Is This a Good Time to Speak?
Here’s the proper way to follow up on a lead:
“Hi {first name}, this is {your first & last name} calling with {your company}. We spoke in December, and you asked me to reach back out to you here in March – and it’s a good thing you did, because we’ve got some great programs going right now for our summer issue!
“Let me ask you…” [And go into a qualifying/engaging question to get their attention…]
The difference here is that now you’re being proactive, assumptive, and enthusiastic. And you’re leading with a reason for this person to become engaged. This is much more effective than the previous technique—or one you may be using now.
Adapt this script to your own personality and product or sale. And then open all follow up calls with a great big smile in your voice, and be enthusiastic and assumptive. You’ll not only be more effective, but you’ll feel better as well.