Making Follow-Up Calls Without Feeling Like an Intrusive Telemarketer

You’ve had prospects that came to an event. At the event, you talked with them about how you could solve their needs and satisfy their desires with your products and services.  Maybe they even signed your guest book. After the event, you sent these prospects a letter and some additional information. However, you have not heard anything in reply. You are wondering what to do next without feeling intrusive. Sound familiar?

Some believe that if prospects were truly interested, they would call you after this initial follow-up action, and that contacting them again might be perceived as being pushy. Here are some thoughts to give you a different perspective on initiating follow-up, and tips to make it well received.

First, remember these prospects came to the event to learn, to make connections, to investigate the potential of doing business with you. They NEED your help. One way to help them beyond this initial conversation is to include a personal note with the materials you send after the event. In the note, you indicate when you will be calling them to follow-up – sometime within seven to ten days later. Don’t even expect them to call you back.

For instance, you could say, “I will give you a call next Tuesday, to answer any questions you have and to offer my help as you decide about making this investment.” This sets up a prospect expectation, and gives you the chance to begin to build credibility and trust.

Then call them exactly on the day you said you would. On the call, you could say, “I’m calling you as I said I would to answer your questions on the information I sent you last week following the (event name) where we talked. What questions came up since then as you read that material? (Answer the questions). What other help can I give you at this stage of your search?”

Do not say, “Do you have any questions?” This question elicits a singular response that may not give you any details about what your prospects needs most from you at this point. Also, when you talk, ask them to come for a visit – or another one if they have already been there.

If you get voice mail, use nearly the same dialogue, except say exact times when you are available for a call back. Request they do the same, if they call and miss you.

Remember, prospects who have inquired or come to an event are interested, they need your expertise, your attention, and your guidance as they make this important decision. If you follow-up well, you will not be perceived as the pesky telemarketer, but the helpful, knowledgeable resource your prospect can trust. And that leads to sales.

Julie Wassom
“The Speaker Whose Message Means Business”
Marketing and Sales Speaker/Consultant/Author
Call me: 303-693-2306
Fax me: 303-617-6422
E-me: julie@juliewassom.com
See me: www.juliewassom.com

What Are Your “Extras”?

I just read an interesting article featuring a bicycle business with four locations. When the interviewer asked the owner what distinguished them from other businesses in their category, the owner said what makes them special goes beyond guaranteed lowest prices and great customer service. Smart man! Though both are part of this company’s commitment and philosophy, he recognizes that it’s the little “extras” that separate them from their competitors. For this bicycle business, it’s things like a lifetime of free adjustments, staff committed not just to serving but to educating customers and helping them them choose the right bike and gear for them, free spin classes and organized bike rides in the community, same day service, Kids Trade Up program, and on and on.

My question to you is this. What are your extras? Think beyond the expected benefits you offer, such as quality and good service. Chances are your toughest competitors say they offer the same thing. Without ever having used your service or bought your products, your prospects cannot tell the difference and have a tough time choosing between you and them. However, if you know, define, and promote the extras you offer in a way that causes your potential buyers to perceive them as added value, you will be the easy choice and have customers flocking to you.

Send me the name of your business along with three “extras” you offer customers, and I will send you my Special Report, Stop Telling and Start Selling – Presenting the Benefits of Buying from You, absolutely FREE!

Call or email me: 303-693-2306 and julie@juliewassom.com

Julie Wassom
“The Speaker Whose Message Means Business”
Marketing and Sales Speaker/Consultant/Author
Call me: 303-693-2306
Fax me: 303-617-6422
E-me: julie@juliewassom.com
See me: www.juliewassom.com

Follow-Up Action That Pays Off

I like to say, “The fortune is in the follow-up.” Follow-up takes a little time, and a little extra effort, but it pays big dividends. After an inquiry or an on- site visit, good follow-up can make the difference between a prospect buying from you or from a competitor.

Set up a follow-up schedule. Use a tickler system or contact management software program, to help you schedule timely follow-up.

Immediately after an inquiry, send information to prospects who called about your products or services. Include a personal message that states that you will initiate a follow-up call to answer questions and set up or confirm a future visit.

Be timely. Send the information right away. Then call when you said you would. It’s a little thing, but it instills the trust and credibility that helps prospects make a buying decision in your favor.

Send a handwritten thank you note to prospects who come for a visit. Within a few days, place a follow-up call to those prospects to answer additional questions and help them move closer to a decision. Then follow a “Mail-Mail-Call” system every few weeks to let your prospects know you are there as a helpful professional knowledgeable resource. Continue to send information of value to them, such as invitations to special events, articles of interest, or your newsletter.

Persevere until they are no longer prospects. There’s an old adage in sales and marketing that says 10% of the people make 80% of the sales because that 10% were willing to make at least five contacts with each prospect. Are you in that 10%?

Julie Wassom
“The Speaker Whose Message Means Business”
Marketing and Sales Speaker/Consultant/Author
Call me: 303-693-2306
Fax me: 303-617-6422
E-me: julie@juliewassom.com
See me: www.juliewassom.com

Making Follow-Up Calls Without Feeling Like an Intrusive Telemarketer

You’ve had prospects that came to an event. At the event, you talked with them about how you could solve their needs and satisfy their desires with your products and services.  Maybe they even signed your guest book. After the event, you sent these prospects a letter and some additional information. However, you have not heard anything in reply. You are wondering what to do next without feeling intrusive. Sound familiar?

Some believe that if prospects were truly interested, they would call you after this initial follow-up action, and that contacting them again might be perceived as being pushy. Here are some thoughts to give you a different perspective on initiating follow-up, and tips to make it well received.

First, remember these prospects came to the event to learn, to make connections, to investigate the potential of doing business with you. They NEED your help. One way to help them beyond this initial conversation is to include a personal note with the materials you send after the event. In the note, you indicate when you will be calling them to follow-up – sometime within seven to ten days later. Don’t even expect them to call you back.

For instance, you could say, “I will give you a call next Tuesday, to answer any questions you have and to offer my help as you decide about making this investment.” This sets up a prospect expectation, and gives you the chance to begin to build credibility and trust.

Then call them exactly on the day you said you would. On the call, you could say, “I’m calling you as I said I would to answer your questions on the information I sent you last week following the (event name) where we talked. What questions came up since then as you read that material? (Answer the questions). What other help can I give you at this stage of your search?”

Do not say, “Do you have any questions?” This question elicits a singular response that may not give you any details about what your prospects needs most from you at this point. Also, when you talk, ask them to come for a visit – or another one if they have already been there.

If you get voice mail, use nearly the same dialogue, except say exact times when you are available for a call back. Request they do the same, if they call and miss you.

Remember, prospects who have inquired or come to an event are interested, they need your expertise, your attention, and your guidance as they make this important decision. If you follow-up well, you will not be perceived as the pesky telemarketer, but the helpful, knowledgeable resource your prospect can trust. And that leads to sales.

–Julie Wassom
http://JulieWassom.com

What Are Your “Extras”?

I just read an interesting article featuring a bicycle business with four locations. When the interviewer asked the owner what distinguished them from other businesses in their category, the owner said what makes them special goes beyond guaranteed lowest prices and great customer service. Smart man! Though both are part of this company’s commitment and philosophy, he recognizes that it’s the little “extras” that separate them from their competitors. For this bicycle business, it’s things like a lifetime of free adjustments, staff committed not just to serving but to educating customers and helping them them choose the right bike and gear for them, free spin classes and organized bike rides in the community, same day service, Kids Trade Up program, and on and on.

My question to you is this. What are your extras? Think beyond the expected benefits you offer, such as quality and good service. Chances are your toughest competitors say they offer the same thing. Without ever having used your service or bought your products, your prospects cannot tell the difference and have a tough time choosing between you and them. However, if you know, define, and promote the extras you offer in a way that causes your potential buyers to perceive them as added value, you will be the easy choice and have customers flocking to you.

Send me the name of your business along with three “extras” you offer customers, and I will send you my Special Report, Stop Telling and Start Selling – Presenting the Benefits of Buying from You, absolutely FREE!

Call or email me: 303-693-2306 and julie@juliewassom.com

–Julie Wassom
http://JulieWassom.com

Follow-Up Action That Pays Off

I like to say, “The fortune is in the follow-up.” Follow-up takes a little time, and a little extra effort, but it pays big dividends. After an inquiry or an on- site visit, good follow-up can make the difference between a prospect buying from you or from a competitor.

Set up a follow-up schedule. Use a tickler system or contact management software program, to help you schedule timely follow-up.

Immediately after an inquiry, send information to prospects who called about your products or services. Include a personal message that states that you will initiate a follow-up call to answer questions and set up or confirm a future visit.

Be timely. Send the information right away. Then call when you said you would. It’s a little thing, but it instills the trust and credibility that helps prospects make a buying decision in your favor.

Send a handwritten thank you note to prospects who come for a visit. Within a few days, place a follow-up call to those prospects to answer additional questions and help them move closer to a decision. Then follow a “Mail-Mail-Call” system every few weeks to let your prospects know you are there as a helpful professional knowledgeable resource. Continue to send information of value to them, such as invitations to special events, articles of interest, or your newsletter.

Persevere until they are no longer prospects. There’s an old adage in sales and marketing that says 10% of the people make 80% of the sales because that 10% were willing to make at least five contacts with each prospect. Are you in that 10%?

–Julie Wassom
http://JulieWassom.com