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Jill Konrath Says Don’t “Touch Base” After a Sales Call — Instead, Add Value
Blog / For Sales Pros / Aug 31, 2015 / Posted by Jill Konrath / 4394 

Jill Konrath Says Don’t “Touch Base” After a Sales Call — Instead, Add Value

Keeping in touch with your prospects after a sales call is more than just “touching base” or “checking in.” Here’s the deal. To keep sales momentum alive, you need to provide value on every interaction — even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches that have worked for me:

1. Re-emphasize the business value

Your prospects will only change because of the impact you can have on their organization. Reiterate it. Remind them of how you can help.

You might say: “Chris, in our previous conversation you mentioned how important it was to get going on this soon so you could realize the savings (eliminate redundancies, drive incremental growth) that you need by year end. Let’s set up time to talk so we can get you moving forward.”

2. Share ideas & insights

Your prospects want to work with someone who’s constantly thinking about how they can improve their business. Be that person.

You might say: “Kendall, I’ve been thinking more about how we can help you increase sales (reduce costs, speed up productivity). I thought you might be interested in what we did with XYZ organization when they were dealing with the same challenge. Do you have a few minutes for a quick conversation?”

3. Continue to educate

Sometimes your prospects are still asking themselves, “Does it make sense to move forward or not?” From the outside, you won’t know. But you can keep giving them more reasons to change!

You might say: “Pat, I know it’s a big decision to change from the status quo. That’s why I thought you might be interested in this article (ROI calculator, case study, webinar, ebook) on (relevant topic). Let’s set up a time to talk through your questions.”

See the difference? You’re still providing value. Even though they said they were interested. Even though they told you to check back next week. Even though they told you it was a “slam dunk” and they just needed to get the paperwork done.

Drop the “touching base” and “checking in” mentality from your vocabulary entirely. When making follow up calls, become an asset in their decision process. That’s when they’ll really want to work with you!

About Author

Jill Konrath is a Sales leader and speaker -- as well as the bestselling author of two award-winning books: SNAP Selling and Selling to Big Companies, a Fortune magazine “must read.” Her newest sales book, AGILE SELLING, shows salespeople how to succeed in a constantly changing sales world.

Author's Publications on Amazon

Being an agile seller virtually guarantees a prosperous career. When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to…
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Jill Konrath is a globally recognized sales strategist, author and keynote speaker. With over 1/4 million LinkedIn followers and 140,000+ blog readers, her fresh strategies help sellers win more business in an ever-evolving sales world. The most recent challenge Jill has tackled is overwhelm. Every…
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"I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me.…
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Setting up meetings with corporate decision-makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.
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Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules Keep It…
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