SalesStaff has released a new whitepaper called Be a Follow-Up All-Star: The 1-2-3 Method. In this piece, we have shared with you our own anecdotal experience and include some valuable information, including:
- Discussion of the true objective of follow-up
- Introduction to the 1-2-3 Method
- Email templates for use with the 1-2-3 Method
- Post-Presentation follow-up flowchart
It’s preached over and over. Activity, activity, activity. It’s the key to the castle when it comes to a career in sales. You must stay active. Sales is a marathon and not a sprint. As a salesperson, it should be your mantra. “What I do today will determine what I reap tomorrow.” That’s why it’s so important to follow up with existing opportunities diligently and meticulously. As salespeople, it’s easy to become enamored with the new, juicy opportunities that make their way into your funnel, but be careful not to forget those that have already been through some part of your sales process already.
Now there are different kinds of follow up throughout the sales process:
- Contacting inbound leads (hand-raisers/suspects) that aren’t quite ready for a sales appointment
- Following up with prospects who have seen your presentation and need some time to decide on a course of action
In this whitepaper, we’ll be referring to the latter. Specifically, how best to engage a prospect once they have seen your product or service presentation?