Follow Up Builds Trust – Part Three

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.

Closing a sale is the natural outcome of inspiring great conversations and listening intently to our potential customers. This natural approach still involves a process – a plan that moves potential customers through a journey of discovery with you. So ... what's your process? And am I the right sales coach for you? Let's find out.

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What's The Phone Lady doing?

  • One-on-one coaching with 6 amazing entrepreneurs - info about sales coaching here
  • Designing a sales campaign - that includes phone conversations - for a waste management consulting firm
  • Creating client communication module for college students
  • Delivering remote learning on essential business communication skills for job search
  • Remote learning experience on sales and customer service skills for vet equipment company
  • Remote learning experience for financial advisors
  • In-person learning experience with new business owners on creating a sales process
  • Remote learning experience on essential skills to reach and inspire conversations with C-suite executives
  • Team coaching for a firm representing natural products for arthritis in dogs
  • Remote learning experience on sales and customer service skills for a transportation company
  • Remote learning experience on both discovery and sales calls for new startups

Do you or your team want to improve your communication skills? Do you have a communication question or challenge you'd like to discuss? This quick-to-fill-out form is easy to use and you'll hear from Mary Jane very soon.