Follow-up is a crucial part of engaging with a prospect that begins before a visit and is implemented during and after the visit.
Summary:
Follow-up is everything that happens after the visit but must begin before the actual visit and be integrated during the visit. It is important to confirm the follow up in three ways:
- Follow up with the prospect to confirm the details of the visit and provide a course of action toward closing. During the visit, capture key parts of the conversation, including quotes, that can be used in a handwritten letter that is not only a thank-you, but advances the relationship.
- Follow up with your organization by creating a memo or record of information about the prospect on a personal level, their engagement with the cause, and steps forward. After each visit, conduct a braindump of all your thoughts through notes or on a voice recorder to immediately capture your thoughts and the details of the conversation before you forget them.
- Follow up with yourself. Coach yourself in the form of a sales diary of what you could have done differently and what you did well. Simplify and confirm the content of the visit to better communicate and make it easier to follow up.
