Sales Reps Sales Follow Up Problem

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 Is This Your Sales Follow Up Problem?

sales follow up

George Clay

Either your sales people are too busy for sales follow up or have no confidence in working the leads your marketing people give them to pursue.

This sales follow up failure kills your lead generation conversion rates, weakens your credibility with clients and potential customers and harms your bottom line.

Trouble is you or your sales manager fail to make sure your sales people make these sales follow up calls.

Why so?

I think Woody Allen has the answer when he says 

“Confidence is what you have                                              before you understand the problem.”
sales follow up

OK. Still with me?

Starting to see why you are fooling yourself into thinking all is OK with your sales people and their sales lead follow up process?

Consider having me do the business sales lead follow-up calls for you.

 I do your hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up calls for you.

Phase One:  Introductory warm-cold calls to find prospects worth pursuing.

All calls by me real-time using TeleMagic contact management. No voice-mails!

Phase Two:  Best prospects are nurtured by routine call backs from me and follow-up emails from you (see my post Appointment Setting Mistake). 

Why Real-Time Follow-Up: For relationship building with your prospect base these real-time follow-up calls are essential (see memo at right) for gaining trust, learning what your prospects really need and showing how your team outshines the competition.marketing direct phone prospecting

NOTE: Voice-mail, e-mail and social media are all effective CRM…but over-used to where their messages too often are ignored (see my post “Lazy Follow-up“).

Real-time follow-up calls make you stand out…because so few sales people use the phone to effectively interact with their prospect base.

WHAT YOU LEARN: With real-time CRM calls you learn active selling opportunities you NEVER hear about unless your ear is on the ground!

EXAMPLE: Vendor drops ball…you jump in to prove what YOU can do. 

It boils down to how I interact with your prospect base.

Your prospects get to know me.

And with each follow-up call I get to know them better.

Getting you higher sales follow up conversion rates and more revenue per sales lead than is typically achieved by  traditional telemarketing is what my sales lead follow up services are all about.

Your business sales lead follow up calls are important…and making sure they’re done right is why I don’t outsource to third party call centers.

Sure this limits the projects I take on.

But my business sales follow up stands out from the crowd.

With each business sales follow up call I capture key details…including:

  • Your prospect’s interest level in your goods or services.
  • Identify their needs…learn about existing suppliers… and how YOU can pre-empt the competition.
  • Ask the qualifying questions to make certain your offer matches their needs.
  • Learn their “hot buttons” — what is it you can do for them that matters most.

Improve Your Business Sales Follow Up

sales follow up

George Clay

Consider subscribing to my newsletter for updates on ways business sales lead follow up can help your business grow —especially in this economy.

Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing.

Also, if you do nothing else today click and read this: 7 New Rules for Prospecting In The Age of The Customer

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It’s not Glamorous! But small business owners like the RESULTS they get with my business development phone prospecting. 

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Category: Direct Marketing

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