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how to follow up with a prospective client

How to follow up with a prospective client

I believe the most successful entrepreneurs and salespeople understand that when they make plans or have an idea – they act on it.  In this week’s blog, I am sharing with you a podcast from my “vault” on how to follow up with a prospective client, because the number one thing most salespeople forget when ending a call, is what I like to a call a level 5.

Listen to some of these statistics from IRC Sales Solutions.

  1. On average, high growth organizations report 16 touch points per prospect within a 2-4 week timespan (source).
  2. The most optimal number of follow-up emails to send is 2-3 (source).
  3. 95% of all converted leads are reached by the sixth call attempt (source).
  4. 44% of salespeople give up after one follow-up attempt (source).

To put this into a different context, in my city of San Diego, there’s something locals call the “flake factor.” That’s when friends create a plan to meet up and wind up canceling last-minute or no show to the event. I don’t think it’s necessary that we are surrounded by flakes who aren’t acting with integrity- it’s more we don’t understand the level of commitment to meet.

A level 5 commitment level helps prioritize accounts

Additionally, when salespeople have a call with a qualified prospect – you need to understand how to prioritize those conversations into levels to decipher what to act on and what to forget about or postpone until you have more time to work those leads.

Everything should be categorized as a commitment level – if not -it’s open to interpretation and unclear expectations lead to lack of trust, communication, and can destroy relationships with others and yourself.

Today’s previous podcast episode breaks down how to create a plan and know what to do with the abundance of information and tools out there- so you have a system that propels you forward instead of leaving you stuck. This 5 step follow up system helps many salespeople and those attempting to plan a social event, minimize the “flake factor” and prevent someone from ghosting you.

There are 5 levels of commitment to determine how to follow up with a prospective client

1. Idea-generation

At this level, two people are expressing an idea and both parties are likely to not follow through. An example is, “We should take a look at that proposal.”

2.  Creating value

At this level, two people are expressing the idea, and both parties adding value as to why this could be a mutually beneficial idea.  An example is, “We should take a look at that proposal because it could help us cut the costs on this project that we can later allocate to increasing our territory budgets.”

3. Creating a loose plan

At this level, two people are expressing the idea and both parties adding value as to why this could be a mutually beneficial idea and a plan is formed.  An example is, “We should take a look at that proposal because it could help us cut the costs on this project that we can later allocate to increasing our territory budgets. I have Wednesday afternoon available.”

4.  Creating a plan with an out

At this level, two people are expressing the idea and both parties adding value as to why this could be a mutually beneficial idea and a plan is formed but there are contingencies that allow one or both parties to change their mind.  An example is, “We should take a look at that proposal because it could help us cut the costs on this project that we can later allocate to increasing our territory budgets. I have Wednesday afternoon available unless the kids have soccer practice.”

5.  Highest commitment level 

At this level, two people are expressing the idea and both parties adding value as to why this could be a mutually beneficial idea and a plan is formed but both have proactively confirmed there are no contingencies that allow one or both parties to change their mind.  An example is, “We should take a look at that proposal because it could help us cut the costs on this project that we can later allocate to increasing our territory budgets. I have Wednesday afternoon available, I already confirmed the kids don’t have soccer practice and I will meet you at 3:30 pm at your office.”

This process not only helps build trust, it also minimizes the chances of the flake factor and has been proven to shorten the sales cycle.

https://youtu.be/fI0XgWBF81Y

 

 

When working with a prospect, I always advise my sales team to strive for getting a level 5 follow-up before disconnecting the call.  Once that happens, prospects are more likely to not ghost a salesperson or “flake”.  Does it still happen?  Sure.  However, in many organizations teaching this simple framework has eliminated an unnecessary prolonged sales cycle because of inefficient communication based on loose plans.

To discover more sales tips like this, check out Klyn’s best selling book, Unstuck Yourself. 

 

Comment below some of your favorite techniques on how follow up with prospective clients below! 

 

 

how to follow up with a prospective client

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