In my previous update on adventures in sales, I shared that I was having lots of positive first conversations with prospects, but was struggling to book follow-up calls for my team. Today I’m excited to share that I’ve now successfully booked my first follow-up calls!
These secondary conversations have come about in a variety of ways, but patience and persistence have been key for each one.
Initial Contact to Follow-Up
For example, one prospect reached out to me several weeks after our initial conversation. They were deciding between different software and looking for advice on which would be the best fit. I suggested setting up a call with my team members, whose experience would be a valuable asset. We scheduled a call for the following week.
I was delighted that this prospect felt comfortable reaching out to me about a challenge they were facing, and that they trusted we could help them make the best decision for their business. This level of connection is one of the reasons I’m enjoying my sales journey.
Another team call was scheduled as a result of persistent follow-up. Although the prospect had initially expressed interest in connecting with my team, I couldn’t reach them to confirm the details. By continuing to follow up, I finally reached them. They apologized, explained they had been extremely busy, and thanked me for my persistence. We successfully scheduled the team call to discuss their training programs.
Every Call is an Opportunity
Of course, not all of my conversations have been entirely positive.
On a recent call, a prospect seemed to be in a bad mood from the moment our conversation started. They sounded frustrated and unhappy with me, but I continued calmly asking questions to learn more about their company and current programs. Although I expected them to end the call at any moment, to my surprise, their demeanor changed as we spoke. They even agreed to book a call with my team the following week.
It is really encouraging that even my ‘worst’ calls so far have become a positive exchange.
Overall, I’m really pleased with my progress this month. Since my primary role is to schedule conversations for my team, I feel like I’m starting to be successful. A big thanks to Mary Jane for helping me analyze my calls and identify natural opportunities to turn a great first conversation into a continued relationship.
Next, I’m going to continue making lots of calls and see if I can book some more appointments before the holidays arrive!
With this series of posts, Tegan Samija is sharing with us, in real-time, how she navigates learning to sell … everything from picking up the phone, sending out LinkedIn messages, speaking with potential clients and booking meetings. I’m joining her on this journey as her occasional coach and I’m really pleased that she’s agreed to write about the experience.
Have you recently hit an exciting milestone on your own sales journey? If so, I’d love to hear about it in the comment section below.