Following up is part of the sales process. Rarely do you close on the first call. You’ll likely have to follow up a number of times before you can get…
Following up is part of the sales process. Rarely do you close on the first call. You’ll likely have to follow up a number of times before you can get to the point where you can close the deal.
The phone is still one of the most effective ways to connect with prospective clients. It’s personal and you can accomplish a lot more in a 5-minute phone conversation that you can with an email.
Here are some recruiter tips to make the best follow-up sales calls:
One of the most important ways to set yourself up for a successful follow-up sales call is to get a commitment from the prospect to speak again. Therefore, when you call (booking the time for the next call is best) they will be expecting to hear from you. It’s also important to set an agenda for the upcoming call so the prospect knows what to expect.
This is very important. Always respect your prospect’s time. If you are late for the call, there is a chance they won’t pick up. It could also get your call off to a rocky start.
The best time to make follow up calls is mid-week. Book appointments and plan to call prospects on Wednesday or Thursday. Mondays and Fridays are typically the worst days to call, as people are busy getting started and finishing the work week.
When you call is important. You need to catch prospects at the right time. You need to call them when they’re available and receptive to speaking with you. The beginning or end of the day is best. People have more time when they are just getting their day started or winding down. Lunch time and mid-day are the worst times to call.
Closing the deal on the first follow-up call is not likely. It often takes a series of follow-up calls before prospects trust you and are ready to buy. It’s estimated you should make at least 5 calls before you move on to other prospects.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.