One of the biggest mistakes average sales people make is failing to follow up a sales call. Failure to follow up will result in lost revenue.
Here are 3 simple steps on how to follow up a sales call. Make sure you do these after each and every call, and before you know it it will become a habit.
- Be still for 10 minutes after the call to think about what happened on the call, impact on overall account strategy, and what needs to be done next. Make notes in your CRM system. If you don’t have a system, I suggest you keep a Google docs spreadsheet and summarise the call (here’s how).
- Identify and take any action required to deliver or solve their problem. E.g: If they want to see a sample, go get one immediately; or if your product or service demo requires other actors to be involved, send them an email to set it up. Or diarise time to work on the follow up, e.g. if they want a proposal, diarise time outside of peak calling time to write it out.
- Take 5 minutes to think about what went right, what went wrong, and what you would do differently if you did the call over.
The key is, after each call and meeting, instead of charging on to the next call or appointment, give yourself 15 to 20 minutes to reflect, plan, and act. But don’t spend hours writing a proposal or sending long follow up emails. Do these outside of peak calling times.