How to Follow Up Without Being Annoying

Summary

This video script offers sales strategies for reconnecting with prospects who haven't responded to previous outreach. By emphasizing empathy and showing genuine concern for the prospect’s needs, the approach fosters trust and opens up communication. Using techniques like pacing, familiar tone, and probing questions, it focuses on the prospect's desired outcomes, such as financial goals or business improvements, rather than directly pushing a product or service. The goal is to re-engage prospects in a non-pushy, authentic way that highlights the consequences of not addressing their problems.

Takeaways

• 😀 Avoid using common 'sales' phrases like 'follow-up' or 'checking in,' which can trigger defensive responses from prospects.
• 😀 Use a 'familiar tone' and verbal pacing to build rapport with prospects, giving them time to process and respond.
• 😀 When reconnecting with prospects, ask open-ended, curiosity-driven questions like 'Did you give up on that, or what happened?' to re-engage them.
• 😀 The tone of your voice should convey empathy and concern, not just the desire to sell. This helps to build trust and open communication.
• 😀 Break the normal rhythm of a sales conversation (pattern interrupt) to capture the prospect's attention and create curiosity.
• 😀 Customize your approach by tying your questions directly to the prospect’s previously stated goals or challenges.
• 😀 Use pauses strategically to create more room for your prospect to think and speak, rather than rushing to the next sentence.
• 😀 Remember that showing genuine concern for the prospect's outcomes—like their ability to achieve a goal or avoid a problem—can foster deeper engagement.
• 😀 Ask about specific results the prospect desired, such as 'Did you give up on solving X, or what happened?' to remind them of their goals.
• 😀 Adapt the core strategy to any industry or sales situation by substituting relevant details about the prospect’s challenges or needs.

Q & A

What is the primary focus when following up with a prospect?

The primary focus should be on revisiting the prospect's problems or needs, not directly trying to sell the product. You should emphasize the results the prospect was looking for and the impact of not addressing those needs.

Why is it important to avoid using words like 'following up' or 'checking in'?

These words are commonly used by salespeople, which can make the conversation sound transactional and insincere. They often trigger resistance from prospects, making them less likely to engage.

What is a 'pattern interrupt,' and why is it used in sales calls?

A pattern interrupt is a technique used to break the prospect’s mental routine. For example, shuffling papers or starting the conversation in an unexpected way can capture their attention and make the call feel more natural.

How does pacing your speech affect the conversation with a prospect?

Pacing your speech helps control the flow of the conversation and gives the prospect time to process information. A familiar, steady tone makes the interaction feel more like a conversation and less like a hard sell.

What is the role of empathy in follow-up calls?

Empathy helps build trust with the prospect. By expressing genuine concern for their challenges and outcomes, you show that you care about their success, which makes them more likely to engage and share more information.

Why is using a familiar tone important in sales follow-up?

Using a familiar tone helps make the prospect feel at ease, as if they already know you. It makes the conversation feel more personal and less like a cold sales call, which can increase their receptiveness.

How should you phrase questions to maintain the prospect’s attention?

You should phrase questions in a way that encourages the prospect to reflect on their original goals or challenges. For example, instead of asking if they’re still interested in your service, ask, 'Did you give up on [desired outcome] or what actually happened?'

What is the effect of expressing concern for the prospect’s consequences?

Expressing concern for the consequences of not moving forward with a solution helps show that you care about the prospect’s situation. This makes them feel heard and understood, which can encourage them to open up more.

How can you continue a conversation if a prospect says they've moved in a different direction?

If a prospect mentions they've moved in a different direction, ask them for more details about the choice they made. You could say, 'What option did you decide to go with?' or 'Who did you end up working with?' This keeps the conversation going and provides insight into their decision-making process.

Why is it important to tie your follow-up questions to the prospect's original needs or problems?

Tying your follow-up questions to the prospect’s original needs or problems makes the conversation feel more relevant and personalized. It reminds them why they were initially interested in your solution and reinforces the value you offer.