Following up after you present a proposal is one of the biggest opportunities to increase business, but hardly ever executed on!
What follows in this article:
- One very simple question for you to ask (It’s so simple, you’ll think to yourself that it’s too easy.)
- Two additional steps that will improve your ‘follow up’ … from being like spreading frozen butter on soft bread to spreading soft butter on toasted bread. Come and get it while it’s still warm!
But first, why don’t we follow up?
Yes, we are busy, but more than just ineffectively managing our time, we have stinkin’-thinkin’ going on in our head.
-They probably went with somebody else.
-They thought my price was too high. (By the way, as long as you are prequalifying well and meeting with only A & B prospects, it’s never about price.)
-They didn’t like me.
What a bunch of head trash!
The reality, they are busy… But so are you, right? Do you forget to do a few things here and there? Same here!
Remember, they are busy, too.
Here is your opportunity… Wait for it… Guess who has the GREATEST chance of closing the sale?
The guy who follows up!
Here is how to be that guy:
First, while at the estimate (if you didn’t already close the sale on the spot), as you are leaving simply…
ask them if it is ok if you follow up with them in a few days. “By the way Mr. Jones, do you mind if I check back in a few days if I haven’t heard back from you already?”
Too easy right?
Jim Rohn said, “What’s easy to do, is easy not to do.”
When you ask them if it is OK to follow up with them, they will almost always say “Oh, sure,” or “Yes, please do.” (When they agree, suggest a specific date and time and honor it.)
They respect the time you have invested with them by coming out and providing an estimate for them. That’s reciprocity kicking in.
They are actually grateful for this! They know how busy they are and feel very grateful that you are offering to make the process easier for them.
By asking them this very simply question, you have now dramatically changed the tone of your follow up call from a possible interruption to a warm welcome and likely a closed sale.
How do we remember who to follow up with and where the conversation left off, oh, and the proposal amount, too?
With PipeLine Deals, you simply update the contact in PipelineDeals when you get back in your vehicle from the status ‘estimate given’ to ‘estimate provided’ and then add a Task to follow up including a date and reminder with a quick note about where the conversation left off.
Once you enter it, set the reminder, you can forget it and go on to your next appointment.
Being the Sales Ninja that you are, make sure you write them a quick note thanking them for having you out.
Write your note using blue ink and make it personal.
Hi Mr & Mrs Jones,
Thank you very much for having me out to your home. It was a pleasure to meet the two of you and Fluffy, the cat.
Steve Burnett 🙂
Keep the note cards, envelopes, stamps, and blue pens with you at all times.
- Ask permission to follow up while at the estimate.
- Enter it into your CRM, PipeLineDeals, and set a reminder.
- Send them a hand written note card that same day.
This will have you REALLY positioned well for your follow up to be:
- warmly received,
- set yourself apart from the other guys, and
- Double Your Sales!
If you would like to learn many more of my strategies, brain storm ideas, and experience best practices with myself and 5 other non-competing companies that meet every other week, we have just 1 spot left in the newest DYB Mastermind Group, that launches this Monday the 17th at 1pm PST /4pm EST. Grab the last spot now.
If you don’t sign up with this group, may I follow up with you later on when the next group launches?