Are you struggling to follow up with your prospects and close more deals effectively? Imagine if you could learn a proven method to follow up with potential clients that actually works.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly delves into the crucial aspect of follow-up in sales. He emphasizes the importance of strategic, persistent, and creative follow-up methods to nurture prospects and drive sales success.

Tune in to discover practical tips to enhance your follow-up process, supercharge your sales pipeline, and double your closed deals!

Importance of Follow-Up

• Donald begins by highlighting the common pitfall of salespeople failing to follow up with prospects effectively. He stresses that a lackluster "just following up" approach is ineffective and doesn't make a lasting impression. 
• Acknowledging the complexity of prospects' lives and competing priorities, he emphasizes the need for sales professionals to take proactive steps to stay top of mind.

Strategic Approach to Follow-Up

• Donald advocates for strategic follow-up, urging sales professionals to always book the next appointment with a prospect at the end of the initial meeting. 
• He emphasizes the importance of setting clear expectations and providing an agenda to ensure that follow-up meetings are structured and productive. This proactive approach demonstrates professionalism and keeps the sales process moving forward.

Creativity in Follow-Up

• An important aspect of Donald's advice is the need for creative follow-up methods. 
• He encourages salespeople to explore alternative channels such as LinkedIn connections, messages, or engaging with the prospect's content. 
• Using different touchpoints, sales professionals can effectively trigger prospects to reconnect and keep the conversation alive.

Overcoming Reluctance in Follow-Up

• Addressing the common reluctance to follow up, Donald dispels the notion of being a nuisance. He emphasizes that if a sales professional truly believes in the value of their offering, persistent follow-up is a service to the prospect. 
• He urges salespeople to shed their reservations and embrace the power of follow-up as a means to provide relevant solutions and drive positive outcomes for their prospects.

Sales Mastermind Opportunity

• Donald invites sales professionals to explore “The Sales Evangelist Sales Mastermind,” where individuals can engage in meaningful discussions, practice sales approaches, seek feedback, and gain valuable insights to enhance their sales strategies. 
• With a focus on quality interaction and practical skill-building, the mastermind offers a supportive environment for sales professionals to refine their follow-up techniques and overall sales performance.

Effective follow-up is the key to growing your sales pipeline and closing more deals. It's not about being a pest, but about providing value and staying top of mind with your prospects. 

If you want to learn more about mastering the art of follow-up and multiplying your sales opportunities, tune in to this engaging episode of The Sales Evangelist Podcast. Discover actionable tips that can transform your sales approach and lead to significant growth in your business. 

“We often get off of a call and feel like we don't want to pressure the prospect, or maybe they're in a rush, so we just tell them, hey, I'll call you. I'll follow up with you. It is dead on divine.” -Donald Kelly. 

Resources

Donald C. Kelly on LinkedIn

The Sales Evangelist Sales Mastermind

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.