10 Ways to Master the Art of the Follow-Up When Prospecting

How to master the art of follow up.  Do this and level up your sales

There are 10 ways you can master following up with your prospect.

Each one of the techniques will have varying results based on the situation.  We can't expect all 10 to work for any single prospect. Rather, it's a process of using the right one or two techniques at the right time.

1. Send an email restating exactly what they shared with you and then ask them a question about what they said. By sending back to them a note with exactly what they said, you show not only that you listened, but also that you value what they say.

2. Send an email sharing one new piece of information about a key interest they have and ask them a question about it.

3. Send an email recapping the conversation you had by using brief bullet points and state what you will be doing as the next step. Conclude by asking them to share back with you if they're in agreement with what you wrote or if there are any changes.

4. Leave a voicemail stating a new piece of information you found and confirming the time you agreed to meet again.

5. Send a short 20-second video embedded into your email thanking them for talking with you and then recap one key point. End by stating what the next step is.

6. When you send an email to the person you met with, send it as reply to an earlier email conversation you had with the prospect.Continuing the string will help the prospect link back to you, because many times a "sales call" will wind up becoming nothing but blur within hours after it's over.

7. Send via the regular mail a handwritten note of thanks, followed by the next step you both agreed to do. (Yes! The regular mail still exists and is a great way for you to stand apart from your competition.)

8. Call the person shortly after the first call is over and ask them to explain a little more on something they shared with you. Making the call later the same day helps to create a sense of urgency and will be soon enough that the prospect will not have forgotten what they said.

9. Watch for key news about the prospect's company or interests they might have. When you see something, immediately call or email them with the news.

10. Send the person a PDF or a URL link with key information they would find of value and ask them a question or two about it. Ask them to get back to you with their thoughts. This approach is a great way to determine if the person is keenly interested in working with you.

This is simply a list of 10 ways to follow-up. There are many more, but the key is to do just that —  follow up!  Don't wait for the prospect to call you. Be proactive. Bring value. Make the connection.

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Some important notes on the Hataw campaign

Do:

1.  Emphasize the benefits and advantage of the hataw:

     1.  Very affordable.  For the selected plots the monthly payments range from a low of P500.00 to only P800.00 a month.

          Our old price list lists down 5 digits for the dp and  4 digits for the monthly.

    2.  A lot of savings with the zero interest and low low special price.

        For instance, in Calapan, the savings is:

        1.  On the lot price  -   P7,000 (our regular price is P37,000

        2.  On the interest   -     10,000.  (25% on the balance by May 1)

        Come May, there will be no more special lots for sale,  However all other plots will be sold at 60 months to pay, with 25% per cent on the balance

   3.  With insurance protection:

      1. With ADD -  double the benefits in case of accidental death.  The insurance will pay 2x the TLP say P30,000 to P60,000 if the plot buyer dies from vehicular  accident, drowning, falls  electrocution, choking and the like.  

     2. Disability benefit in case of total loss of limbs and eyes; 100% of amortization deemed paid.     50% of amortization deemed paid if there is loss of one limb or eye.

    3.  For natural death, amortization deemed paid in case the buyer is of insurable age, no pre existing condition, not engaged in hazardous work or hobby, and account is not in arrears.     The principal payments are returned too to the beneficiary.

2.   Sell to friends, neighbors, to relatives of agents and other people you know because this is a rare offer and opportunity

3.  We are running out of inventories;   as in Oton, La Union, and Calamba.  We have to think soon of expanding.    In Calamba, the sales directors are quarrelling over only 800 special plots for sale

4.  Be prepared when ever we have this event:   PDCA, requirements for motorcade, brochures, leaflets and fliers.  

5. Do post in your social media accounts tweeter, FB to promote this promo.  Blast email and blast text.

6.  Emphasize the high commission rate up to 17% for sales director.  However do emphasize that the outright is only 10% ( of the tlp) and the balance (the 4 or 7% shall be in the form of check.)  Our accounting is now headed by a professional chief accountant, who will make sure that the checks keep on coming.

7.  Only Sellers are allowed to take commissions.   The office staff can only win prizes if they meet 100% of the target.  Take note of the qualifiers:   R2, 97% attendance, no Class C and D offenses.

The only outright com that was allowed was for PMS up to 4% of the NPP available to CSS and CMO and ACMO until March

8.  If there is a walk in or other office sales, place none at PPA sales executive line.

9.  If we want to sell, the seller must bring blank PPA for signature.  Take the signature first and the cash later.

10.  Do emphasize regular and prompt payment by the customer.  If the account becomes in arrears, the zero interest is lost and  1% interest and 4% penalty is charged. 

11.  Be positive and be a money magnet

12.  For clarification

      All regular priced plots are for sale at zero interest, 60 months to pay, 60 + 6 in case MA is more than Php 600.00

     Even if the regular priced plots are sold like prime for lawn, SSN, GE, their outright rate is still 10%;  still 10 14, 17%

13.  Processing time for docs is 7 days;   pouch more times if you have to meet this timeline.

14.  Read the blog posts emails, and ppt. 

15.  Allow recruits only if they have SEAD are duly accredited and trained.  Nag 

exam.

16.  COMPLY WITH OUR REQUIREMENTS TO BE IN THIS CAMPAIGN:

      1. Submit a marketing plan with clear targets for the SBU

          1.  Sales director

          2. Strategies

          3.  4 p's action plans

     2.  Inventories of plots for special plots for sale

     3.  Updated SEAD of the Sellers

    4.  Compliance with the required procedure:

          1.  Completion of PPA, having this signed, and filled up fully and correctly

         2.  Checking the PPA for defects and errors, avoid erasures

         3. Initial by CSS and the CMO

         4.  Give the yellow copy to the customer

         5.  Make ledger and post the payment

         6.  Submit the abstract;   make the deposit slips

        7.  Pouch the documents to the 3ffb promptly

     At 3ffb:

       1.  Receive the docs,   file the transmittal

      2.  Inspect the docs;   date stamp, check for completion and compliance

      3.  Accounting makes the ledger; initials the PPA

      4.   Docs has the PPA signed by authorized officer

     5.  Sales Admin Assistant:

           1.  Issues ID

          2.  Does the data base file with picture, signature, thumbmark

     WHEN ARE THE SBUs submitting;  (remember if you do not submit, you cant claim your prize) ?  For once let us understand compliance and DUTY OF OBEDIENCE

Dont:

1.  Quarrel or raise your voice vs customer;

2.  Deny the customer the privilege of using CR

3.  Fight this promo by using other people to be negative about this.

4.  Misunderstand our ppt, blog posts and emails

5.  Recruit troublesome or unpleasant negative individuals, or who are crooks

   

   

Jorge  U. Saguinsin

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