When using telemarketing to create relationships with potential consumers, one of the most critical stages is to follow up with them after your initial engagement.
On average, 80 percent of sales require five follow-up calls following the initial contact, so you’ll need to stay in touch with your prospects if you don’t want to miss out on any potential sales.
Although, keeping constant contact with a lead isn’t always easy, especially with decision-makers’ hectic schedules and your own schedule with other clients and prospecting, it might be difficult to handle multiple client accounts at once.
In this post, we’ll go over a few helpful actions you can take to help you handle your follow-up calls more efficiently, as well as some things to avoid doing on your follow-up calls.
Make a Follow-up Commitment
If a potential customer has showed interest and appears to be a good fit for your company, it’s crucial to schedule a follow-up contact before concluding your first call.
Always request a specific time and date that works for both you and the prospect when requesting this follow-up. Inquire about the ideal time to speak with them again, and make a note of the times for your future call.
When confirming a date and time, be specific, as this will help to build a commitment to the follow-up and reduce the likelihood that they will miss your next contact or be interrupted at an inconvenient time.
After the initial interaction, scheduling a follow-up allows the prospect to go away, consult with their business colleagues or superiors, and think about any issues they may have. You can then find out if they want to go through on the next contact, and you can address some of their fears and opinions.
Send a Follow-up Reminder
It’s a positive sign that you’re making headway in your telemarketing efforts if you’ve started arranging a good number of follow-up calls with various prospective consumers. Now that you’ve scheduled these follow-ups, you’ll want to make sure they take place and that any potential dropouts are avoided.
This is why sending reminders at least 24 hours before to a scheduled appointment is critical, to ensure that the prospect is still available for the call and to remind them of the time. These gentle reminders are always beneficial to send because they typically lessen the amount of time telemarketers spend waiting and attempting to contact a prospect for a missed call.
A simple email, or even a text, is a wonderful approach to kindly remind the lead when the follow-up will take place, increasing the likelihood that the prospect will show up for your call.
It’s critical to be on time and not let the prospect down once you’ve secured the follow-up and provided a reminder to the prospect of when the conversation will take place.
Making the prospect wait too long for your scheduled follow-up can demonstrate a lack of commitment and regard for their time. This will almost certainly harm your chances of converting the lead over the phone, as well as your prospects of scheduling a second follow-up with that prospect.
Punctuality is critical for your follow-ups since it demonstrates that you regard the prospect and their efforts to make time for your call.
Things to Avoid
If you go into a follow-up call with a prospect without being prepared, you’ll be wasting both their and your time. Always keep in mind what the prospect does and what their company is about so you can approach them with a clear understanding of their requirements.
Consider what you want to get out of this follow-up contact so you know what you’re shooting for and can prepare some discussion points to help you get there. The more preparation you do ahead of time, the easier it will be to establish a strong business relationship with the prospect and turn them into a customer.
Also, avoid talking too much during the follow-up and not giving the prospect enough time to speak so you can hear what they have to say. You may have a lot of questions for them, but if you aren’t actively listening and allowing them the opportunity to completely express themselves, the follow-up is pointless.
A fruitful follow-up necessitates an equal contribution from both sides. It will be difficult to obtain any insight into the potential consumer and any issues or worries they may have if you do all of the talking. During the follow-up call, try to avoid talking too much and to actively listen to the prospect.
When making cold calls to potential consumers, follow-up calls are an important element of the sales process that must always be considered. You may be missing out on a lot of business if you don’t follow up on numerous leads that haven’t been pushed to assist form a relationship and close a sale if you don’t follow up.
Following a few of the recommendations provided in the preceding article, you should now have a better understanding of the necessity of follow-up and how to make successful follow-up calls that will help you boost your sales and expand your customer base.