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The art of the sales call follow up

“I sent an e-mail and left a voicemail, but they didn’t respond.”

Research shows that only 2% of sales are made during the first point of contact. If you don’t follow up, you may be missing out on 98% of your sales.

Contributed by Bart Berkey, Most People Don’t, Sterling, Virginia

How can you follow up and connect with buyers persistently and professionally? The Most People Don’t Sales Academy recently hosted a discussion to reveal solutions as shared by hospitality industry buyers (meeting planners and executives).

The solutions revealed and discussed:

  • Be clear and mindful to what your ask is. A first-time e-mail without a relationship wouldn’t warrant “can I take you to dinner.”
  • Create a “creative and catching” headline to prompt attention but remain on brand and professional.
  • Do your homework in advance and consider including a relationship mention in the subject line.
  • Selling is all about relationships and human connections. How can you quickly establish online?
  • Ask “what is your preferred way of communication”? E-mail, text, phone?
  • Always include “next steps” that they agree upon, make progression, and show value.
  • Ask yourself, “would I open this e-mail”?
  • Realize that we don’t know why someone isn’t contacting us.
  • Lack of response has nothing to do with you.
  • Know your buyer before you start to sell.
  • Try unique times to phone customers – 6 p.m. on a Monday might be ideal for the client to pick up.
  • Be real and authentic, and not “salesy.” No more “how’s the weather today.” Laugh if you need to laugh. Embrace your perfectly imperfect self.
  • Respect the customer’s time, be efficient.
  • “You have to eat anyway. Can I deliver lunch to your office, and we can talk then via phone?”
  • Know the rules of what your customer can and cannot accept.
  • Write a follow up note and send via the mail.
  • What other ways have you discovered that are effective for follow-up?
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