Pre-arrange the follow-up

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Deal with the right person.
First and foremost, you must deal with the right person. That means talking to the key person(s) who are responsible for making that buying decision.

If you are discussing the purchase with anyone other than the person who controls the budget or who owns that buying decision, you are wasting your time.

One powerful strategy is to pre-arrange the follow-up during every conversation.

During an initial call you need to establish a day and time for indonesia telegram data a subsequent conversation. You can do this simply by saying, “It seems like we need to talk again. Does next Tuesday morning at 9:15 work for you?” Pinpointing a specific day and time is critical but most salespeople say something like, “I’ll call you next Tuesday.”

This approach leaves the door open and forces the other person to actually look at their calendar and consider your request.

Once you nail down a day and time, tell them that you will send them an invite and then send it immediately after your call.

When you call at the determined time, you may get their voicemail, so hang up and call back in 2-3 minutes. If you still get their voicemail, leave a message: “Mr. Jones, Kelley Robertson calling as promised. I suspect you got called away so I’ll give you a shout at 11:45.”

In many cases, the other person will either return your call shortly or they will be at their desk the second time you call.

Develop a plan.
You can’t simply keep calling a prospect and say, “Hi, it’s Kelley following up to see if you have made a decision yet.” That approach will get you nowhere…FAST!

The key is to find ways to keep your name on your prospect’s radar. Here’s why.