Underestimating the follow up call!

Let me start off by saying that selling is a great job, a good skill, and one of the oldest professions that will stand the test of time.

With that being said, sometimes it's not all roses. This recession, I'm sure, has taken its toll on the sales community. When nobody is spending money, nobody is selling. When nobody is selling, the salesmen is the one to blame!

Luckily here at TempWorks we have positioned ourself in a way that we have a steady stream of new clients and client upgrades, but I know many other companies can't share the same story.

Here's a tip: Don't underestimate the power of a follow up call!

There are two things that a follow up call can do for you:

1) Provide you with the almighty referral, the foot in the door to some new business. (refer to a previous post on referrals)

2) Ensure that prospects keep you and your offerings fresh in their mind.

Having already discussed referrals in recent months, let's focus on the second reason for a follow up call. As a sales rep you understand that cold calling is tedious and, in most cases, not to fruitful. If you can get a decision maker on the phone during an attempt or two on cold calling, you are in a great place for the follow up call.

Most sales reps, and I probably more than most, have heard time and time again from prospects; that there is no budget for software, now is not an opportune time, we have an excellent solution, etc. and the list goes on and on.

There are close personal friends of mine that like to think that following up on those calls is even a bigger waste of time then the first cold call you made.... That's where the mistake is made.

There may be a day when their current software is no longer supported, they have the budget for software, or it is a great time to buy; but they just can't remember the name of the sales rep that tried to sell them previously.

A simple call stating, "Is there there anything I can do for you at this time," goes further than you think.

Stay positive and upbeat each and every call. At some point with someone you will be able to turn them from the general information gathering stage, to a sales presentation stage, and the over all goal of the sales rep... the sales negociation and closing stage.

Try it and let me know. TempWorks has earned many contracts from a simple follow up call at an opportune time, or a call back as your name was fresh on their mind.