Strategies to use when following up with a sales prospect after an in-person meeting
written by Pop Icon Mr. Cold Call™
As you look over to your prospect at their desk they say the following: “Ok, so we’ll review everything and thanks for stopping by.” So now what? How should you end the conversation and what can you say to set the tone for future opportunities? This is your rubicon moment. This is the time and the place where your choice of words will set the stage and direction for the future.
You need to create specific dialogue as to when you should follow up. Don't make it too draining just say something like the following: "We spoke about a lot of options here for your business (i.e. try to summarize your meeting here and leave your prospect with a few benefits that they can bite their teeth on). When is a good time that we can speak again?"
Once they give you a follow up time then of course write it in your calendar and follow up. Congratulation because now your done! WRONG! You're not done. Actually, you are very far from done. As soon as you get back to your office you need to write a personalized letter with a list of specific recommendations for your prospect. Your letter needs to include a few benefits as well. Think about how your company can help your prospect do something better. Your selection of benefits needs to be compelling and if their not then you will lose their attention.
And finally, in an effort to popularize yourself as being genuine and increasing the perception by your prospect that you are trying to help them try to include an industry related article within the contents of your personalized letter. This will show your prospect that you will go the extra mile to win their business. It will show them that you are tuned into the “bigger picture.” Any articles on promoting their business or taking additional market share are engaging subjects to incorporate into your letter.
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