Do you follow up with your leads properly? In this Expert Insight Interview, Tom Jackobs discusses lead follow-up and getting them booked for the calls. Tom Jackobs is a sales, public speaking, and stage selling coach. Also, he operates a call center, working primarily with medical doctors and fitness centers in booking appointments, webinars, etc.
This Expert Insight Interview discusses:
- Approaching and working with leads
- Following up elegantly
- Staying motivated
How to approach and work with leads?
Following up with a lead is essential for the sale, but people still think of it as such a low-value activity. And the reason for it is that leads often tend to be rude, forgetful, or impossible to catch on the phone. However, salespeople also tend to give up too quickly. The key is to stay consistent and persistent.
The best time to contact the lead is within the first 20 minutes from the moment of entering into your system. Nowadays, people are too busy and distracted by everything that is going on around them that if you do not catch them quickly, you lose them. So, if you see a lead coming to your system, feel free to pick up the phone and call immediately. After all, they requested to hear back from you.
Follow up with Elegance
The scripting that you have for follow-up should align with the tone of your company. But, even though you have a script, you should adjust that script to your own thought process language to make it look more authentic. The more natural that conversation sounds, the better connection you will create with a person on the other side of the phone. Being committed, engaged in the conversation, and believing in the product or service you are selling is critical for the success of the phone call.
Three days after a first phone call, leave a voice or text message. If you receive a negative reply, you can close the case. However, some people do not rule themselves out explicitly, and in that case, you can continue to stay consistent and persistent for around 30 days. It does happen that people get interested by the end of the 30 days period, but most of the leads get triggered during their first call.
Giving constant calls back can be tiring. However, even if you make your 100th call for the day, that is still the first call for your lead. Thus, you have to make every call count. Recording and listening to your follow-up call should be a regular activity to help you improve your performance. People would be surprised by what they would hear because there are small mistakes that we are not aware of until we listen to ourselves talking on the phone.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.