Supplier Tips – Sales 101 – Follow up Calls

Tips on how to convert more leads
Follow up calls are essential to closing deals

You have to put in the time!

6 Tips on how to follow up more successfully

We have been getting some feedback from both our clients and suppliers on how things are working on Versofy.

One of the main concerns we have from our suppliers is that the clients do not respond to their messages or their bids. We have therefore put together some essential tips on how to convert more leads and improve your sales processes. Everyone should take 5 minutes to learn a bit about closing more leads.

Click on the links to read the full articles and improve your conversion rates dramatically.

Articles are taken from Hubspot and Sales Gravy

Tip #1 – Response Times

The Lead Management Study saw a whopping 400% decrease in odds of qualifying leads when reps waited 10 minutes or more to follow up. And the rate of success continued to decrease the longer reps went before following up. The best time to call new leads was within five minutes of their first trigger event.
Read full article……

Tip #2: Get commitment for the follow up.

Perhaps the single biggest mistake reps make is not establishing a specific date and time for the follow up call at the end of their initial call. Vague commitments from the prospects (“call me next week”) or the sales rep (“I’ll send the proposal and follow up in a couple of days”) result in missed calls, voice mail messages and ultimately a longer sales cycle. All you need to do is simply ask for a follow up date and time.

Read full article…….

Tip #3 – When best to make that call

“The best days of the week to call leads are on Wednesdays and Thursdays.”

In the classic Lead Response Management Study, Wednesday and Thursday were the best days to qualify leads. In fact, there was a 49% difference between leads qualified (meaning they agreed to enter the sales process) on Thursdays and those that qualified on Tuesdays.

Read full article……

Tip #4 – Try and try and try again

Sales reps should make at least six follow-up calls to leads before moving on.

“The Lead Management Study shows reps should call at least six times before throwing in the towel. Shockingly, over 30% of leads in the study were never contacted at all. By making more call attempts — or call attempts, period — sales reps experienced up to a 70% increase in contact rates.”

Read full article……

Tip #5 – Make a time and date

“Perhaps the single biggest mistake reps make is not establishing a specific date and time for the follow up call at the end of their initial call. Vague commitments from the prospects (“call me next week”) or the sales rep (“I’ll send the proposal and follow up in a couple of days”) result in missed calls, voice mail messages and ultimately a longer sales cycle. All you need to do is simply ask for a follow up date and time.”

Read full article…….

Tip #6 – Use the right language

  • Using “Did I catch you at a bad time” makes you 40% less likely to book a meeting.
  • Asking “How are you?” correlates with a 3.4X higher likelihood of booking a meeting.
  • Beginning your call with “The reason I’m calling is …” increases your success rate by 2.1X.
  • Asking “How have you been?” increases success rates by 6.6X.
  • Using “We” instead of “I” increased success rates by 35%.

Read full article……

 

Supplier Tips – Sales 101 – Follow up Calls

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