Back to Basics Series Part 1 - I Hate Following Up | Donald Kelly - 1847

The Sales Evangelist

Following up scares you just as much as cold calling does. But just like cold calling, circling back with a prospect is an important sales technique that can help improve your closing rate. My follow-up tips will help you move through the sales pipeline three times faster and close deals more efficiently.

1. Give Them the Agenda

• Just like in basketball, if your prospect doesn't know the rules, they won’t play along in the sales cycle. During your first meeting, let them know what you’re going to cover and how your services can help them.

2. Set a Specific Date and Time for the Next Meeting

• Before you end your first meeting, don’t forget to set a specific date and time for the next one.

• Remember, prospects have busy lives, and if you don’t provide clear details for the next meeting, they’re more likely to forget about following up with you.

3. Don’t Send Those Silly Follow-Up Emails

• The fact that you’re sending an email means it’s already a follow-up. So, there’s no need to add "follow-up" in the subject line or mention it in the email.

• Instead, focus on standing out or offering something of value to the prospect.

4. Just Follow Up

• Stop overthinking it! It’s your hesitation that’s holding you back in the sales pipeline. Be confident, and just send the email!

“Understand your self worth. Your job is to solve a problem for them. Don't be so worried about your feelings. Think about what impact you're going to have on that person in their business when you best help them.” - Donald Kelly.

Resources

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.