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Follow Up Builds Trust – Part Three

May 27, 2016
Mary Jane Copps

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Trusted Service Concept

In a recent workshop, a participant shared this challenge:

Ten days earlier she had spoken to a prospect she has wanted to work with for years. It was a great conversation and the prospect did agree to take the next step  – move into the discovery stage of sharing corporate  information and creating an action plan. A  detailed questionnaire was sent to the prospect to get things started. Sitting in my workshop, the business owner recognized that she was avoiding following up on that questionnaire.

Whenever she thought about calling the prospect she visualized interrupting him, that he would still be working on the questionnaire – or not even have started it; that her call would seem pushy and aggressive.

My advice … follow up immediately. While the prospect may not have completed the questionnaire in 10 days, a follow up call will confirm the questionnaire has been received and also provide support to the prospect if they are struggling with any of the questions.

Much to my delight, the participant did what I suggested … and let me know the outcome.  Here’s how she quoted the prospect’s reaction to her call “so glad you took the initiative to call me.  I am looking for someone who understands how to build relationships”.

As prospects move through your sales process, you need to take full responsibility for being their guide. Remember that all of us are overwhelmed, all of us have too much to do. When a prospect does not respond to your proposal or your demo or your white paper, that doesn’t mean they’re not interested. It means they are busy and  perhaps wanting you to  illustrate how much you want their business!

Still hesitating? Perhaps this will help. The word “responsible” comes from the Latin “respondere” and since 1690 has meant reliable, trustworthy. When we take responsibility for following up with our propects, we prove we can be trusted. And this is exactly how long-lasting business relationships are created.

What’s The Phone Lady Doing? 

May 30 – Telephone Talent, RBC, Ottawa, ON (Tele-training session)

June 2 – Telephone Talent, SSQ Financial Group, Halifax

June 2 – Telephone Talent, Knowledge First Financial, Cambridge, ON (Tele-training session)

June 3 – Telephone Talent, Knowledge First Financial, North York, ON (Tele-training session)

June 3 – Understanding Accents – Creating Conversation, Canadian Credit Union Association, CUSource, (Tele-training session)

June 3 – Telephone Talent, Knowledge First Financial, Edmonton (Tele-training session)

June 7 – Create Consistent Revenue –  CEED, Halifax, NS

June 8 – Telephone Talent, Knowledge First Financial, Cambridge, ON (Tele-training session)

June 9 – The Communication Conundrum: Email, Text, Phone Calls?  – DPMG Conference, Dalhousie University, Halifax

June 9 – Telephone Talent, RBC, Ottawa, ON (Tele-training session)

June 13 – Telephone Talent, RBC, Ottawa, ON (Tele-training session)

June 14 – Phone Fear to Phone Fabulous, CEED, Halifax, NS

June 15 – Phone Skills for Job Search and on the Job, Age Advantage Plus, Guysborough, NS

June 16 – Telephone Talent: Essential Skills for Reaching and Inspiring Donors and Volunteers, Kidney Foundation of Canada-Atlantic Branch, Halifax

June 16 – Telephone Talent, Knowledge First Financial, Cambridge, ON (Tele-training session)

June 17 – Telephone Talent, Knowledge First Financial, North York, ON (Tele-training session)

June 17 – Telephone Talent, Knowledge First Financial, Edmonton (Tele-training session)

June 23  – Phone Fear to Phone Fabulous, CBDC NOBL, New Glasgow, NS

July  7 – Telephone Talent, RBC, Vanoucver, BC (Tele-training session)

August 17 – Phone Power: Today’s Most Valuable Cold Calling Techniques,Advisors Circle, Panora, Iowa

September 13 – Phone Fear to Phone Fabulous, CEED, Halifax, NS

October 29 – Let’s Talk: How to Inspire Conversation on the Phone, CAA, Dartmouth, NS

November  16  – Telephone Talent: Phone Skills that Build Relationships and Support Growth, Newfoundland  Assn of CBDCs, Gander, NL

November 30 – Phone Fear to Phone Fabulous, CEED, Halifax, NS

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