This document provides strategies for effective sales follow up. It emphasizes that follow up is important because not every sales presentation results in an immediate sale. It recommends scheduling a follow up meeting or call and sending a thank you letter after every presentation. The key aspects of follow up are confirming interest in the product or service, attempting to set a specific follow up date, and calling at the scheduled time to provide more information to help close the sale. It also advises involving a sales manager in the follow up process if needed. While follow up takes more time and effort than a one call close, it is necessary to fully pursue sales opportunities and insist that prospects recognize the value the salesperson's product or service provides.

1. Follow Up Strategies

2. Is This Your Pipeline of Sales?

3. There are certain things you can do to increase
your sales instantly
• Practicing your closes – convert more leads
• Doing additional prospecting – get more leads
• Getting good at follow-ups – Know which ones
to call back
Increase Your Sales

4. How Do I Feel
I expect every sale to be a one call close
But
• How many of you haven’t closed every presentation?
• So, you have had to follow-up right?
• How many of you haven’t closed on every account you’ve
followed up on?
Why?
• What percentage of your follow-ups become your client
eventually?

5. Do You Sell Great Follow-up Business
• Do you hold up well to scrutiny
• Do you have a great portfolio of services
• Do you persist
• Does the problem not go away when you leave,
or
• If they go to some other competitor?

6. However
• Even though these are all true why don’t YOU want to
base your career on follow-up sales?
• Takes at least twice as long
• It’s frustrating, and uncertain
• Fewer sales
• More Frustration, Depression, Doubt

7. It Can Make Successful People Depressed

8. It Can Destroy Truth

9. Cost of Follow Up
• Time –
• Actual
• Perceived
• Lost Opportunity
• Energy -
• Expectations
• Hope
• Power of Business Plan
• Truth
• Question Sales Cycle
• Question Sales Career

10. Premise
• Definition of follow-up: The pursuit of a post-presentation
sale to a qualified decision maker. If you did not meet with
the decision maker in the first place, it’s a new
presentation.
• Do You deserve the business
• You are the best, they have no better option
• You’ve worked hard to learn how to help their business
• You’ve prepared and perhaps traveled
• You spent many hours practicing a presentation that will make it
easier to start a relationship

11. Given That - Why
• Why does follow up happen?
• Not a clear need for our service
• Presenting a Non-Decision Maker
• Confusing presentation
• Bringing up service issues before the sale is
made
• The salesperson not taking responsibility for
the sale

12. Your Responsibility
• Priority plan for writing business
• BEST – Selling on the spot
• 2nd - A Scheduled follow up appointment
• 3rd - Call back to set follow appointment
• Distant 4th – When the prospect says ”I’ll call you”
Next is the most underused and most
effective follow-up technique on earth
to be used with real DMs (open
minded with needs)

13. Steps for Effective Follow-up
• Make sure there is no other way you can get them happily involved in
our service today. (Close one more time)
• Confirm interest – “If it were possible to make a decision today, you’d
become a client, wouldn’t you?”
• Attempt to set a follow-up.
• “How long will it take you to ________? (think it over, discuss, with partners,
etc.) I’m going to be out this way on Thursday, I’ll stop by in the afternoon and
answer any other questions you may have and pick up the order then, ok?”
• If you can’t schedule a follow-up, schedule a time to call. Let them
know you are busy too.
• Send a thank-you letter ( be assumptive) fast!
• Call at the time agreed on and say:
• “Mr. Jones, this is _______. I’ve done some work with the information that we
discussed at our meeting on ________, and the results are very exciting. I’d
like to show them to you. Will you be in tomorrow afternoon? I’d like to stop by
at about 3:00. I believe you are going to like what I have to show you. See you
then!”
• Get your manager involved

14. Script (w/DM):
Hello, I am __________________, (Representative’s) Sales Manager in _________. I
wanted to follow-up behind your meeting with (rep)… do you have a moment to speak?
Rep is one of our top people and has reported to me that she/he felt very good about
their consultation with you. He/she noted that you had some significant needs and felt
sure that the recommendation she/he made for your (company/practice, etc.) could have
a major impact on your profitability, now and going forward.
My records show that to date we have not had an opportunity to get this started for you
Mr. Prospect: I have two (2) quick questions for you:
Are there any questions I can answer about us or our services that would help you to
feel more comfortable about working with us, at least on a test basis?
What do we need to do to have an opportunity to show you how effective we can be?
Non-Sale Follow-Up Script

15. Some Follow-up Do’s and Don’ts
Do…
• Send thank you
letters
• Be assumptive. No
“ifs”, say when.
• Take responsibility for
the sale
• Make them aware of
the expense of waiting
• Be excited about the
positive impact we will
make on their business
Don’t…
• Ever ask a yes/no closing question on the
phone call-back!!!!!!
• Set follow-up demos with NON-Decision
Makers
• Leave any presentation without some
commitment
• Wait for the prospect to close themselves
• Try to get them to change their minds. Decision
Makers never change their minds, but they will
make new decisions based on new information.

16. Remember you are the best in the business. If a
DM is lucky enough to meet with you, you have
the right to insist on them being clients.
Be bold! If we really are the best thing that can
happen to them from a profit standpoint, they
must know it! If they don’t see the value after one
of two demos, they won’t. Let them die in their
closed-mindedness
Conclusion