I had a chance last week to be with the COLORADO COLLEGE SALES TEAM. They’re on fire and doing a great job.
One of the issues/challenges that came up was around the FOLLOW-UP LETTER … and then the FOLLOW-UP PHONE CALL or VISIT.
What follows is a relatively SIMPLE way to look at this 3 STEP PROCESS.
I hope it helps.
P.S. It won’t help at all if you’re not actually making the VISIT/ PRESENTATION in the first place! JUST ASK!
COMMENSURATE COMMITMENTS
THE BIG 3
IN THE COMMITMENT PROCESS …
EACH OF THESE HAS EQUAL WEIGHT (IMPORTANCE)!!!
|
PRESENT
THE OPPORTUNITY |
FOLLOW-UP
(Letter) |
FOLLOW-UP
(Phone/Visit) |
Pretty self-explanatory. Get the ‘DOLLARS IN THE BUCKET’ (an AREA OF INTEREST and an AMOUNT). Use the PRESENTATION FLOW around:
|
This is the place to SUMMARIZE … CONFIRM THE OPPORTUNITY PRESENTED … and CONFIRM PHONE/VISIT FOLLOW-UP DATE.
This is a wonderful place to cover:
The key here is to be both AUTHENTIC and PERSONAL (custom). |
Going through all the work and challenges of getting the visit and making the visit … and NOT doing this PHONE/VISIT FOLLOW-UP is not only WRONG, it is DISRESPECTFUL and a DISSERVICE to the person you’ve visited!
The (obvious) GOALS:
|
The beauty of this model is that by FOLLOWING-UP … IN WRITING … with a DATE for the phone/visit FOLLOW-UP makes it really hard NOT to do the follow-up!!
P.S. Take it from someone who has made over 6,000 presentations: The LONGER you WAIT before you send the FOLLOW-UP LETTER … the weaker the response (yours and theirs)!!! ‘Git ‘er done!’
