Phone Call Follow Up

Quick reference

• 00:04 In this video we're moving to the final step, step eight, and this is so crucial.
• 00:10 This is the follow up, the follow up.
• 00:13 So in the last video hopefully you closed the sale.
• 00:17 But what if you didn't close the sale yet?
• 00:20 Do you give up?
• 00:22 Do you go home depressed and I didn't get the sale?
• 00:26 No, there's still a chance for
• 00:27 a couple different things, that's what we're gonna cover in this video.
• 00:31 Okay, so first of all with follow up,
• 00:33 my favorite is the phone call follow up, okay.
• 00:37 Why the phone call?
• 00:38 Because you can talk to somebody and you can pick up on verbal and
• 00:41 non verbal messages, so listen to what they're saying to you.
• 00:47 Right, that's the 80/20 rule, listen 80% and speak 20% and
• 00:51 those speaking, when you're speaking that 20%, you should be asking them questions.
• 00:56 So if you didn't close the sale, assess where the prospect is, okay,
• 01:01 in their decision-making process.
• 01:02 What is it because they had to talk to somebody else?
• 01:05 Were you able to talk to your partner?
• 01:07 Okay, were you able to talk to your boss?
• 01:09 Okay, and really assess where they are in that decision-making process.
• 01:12 Were you able to sleep on it, what did you come up with?
• 01:15 What new questions do you have?
• 01:18 Okay, so you wanna address everything that you can.
• 01:21 Next, re-associate the prospect with the pain challenger problem.
• 01:26 If you find you're not getting anywhere, it's just kind of flat,
• 01:29 re-associate them with the pain.
• 01:32 So listen, John, you told me that
• 01:36 XYZ is happening with your company right now, is that still a problem for you?
• 01:41 Maybe something changed and they don't have that problem anymore, okay.
• 01:45 Get them to really feel it, re-associate that pain again and
• 01:49 briefly recap what your solution is and future pace.
• 01:55 So here's the solution that we came up with and you told me yesterday that
• 02:00 this was the solution that would work for you, is that still true?
• 02:04 Are we missing anything, is there anything else we can put in there?
• 02:07 Okay, and remember, once you get this minivan you guys are going to Sequoia.
• 02:12 Right, you guys are gonna have fun, you're taking this travel.
• 02:15 Getting them to future pace, what it's like to use your product, okay.
• 02:19 And then you're gonna remind the prospect of your expiring offer.
• 02:25 That's why scarcity is so important, okay, it's literally called the law of scarcity.
• 02:32 So social scientists have been studying this for
• 02:34 years and that's why you see it so often.
• 02:37 Okay hey, listen, it's Thursday and tomorrow that special pricing,
• 02:42 that's when it expires.
• 02:43 So I wanna make sure that we get you taken care of and
• 02:46 it looks like this makes sense to you, is that right, John?
• 02:50 Yes, we wanna make sure we get you in there so we can lock in this pricing for
• 02:53 you, okay?
• 02:55 So you have to have the scarcity in your follow up, okay.
• 02:59 And then, again, you ask for the sale.
• 03:03 Credit or debit, Mastercard, Visa?
• 03:05 You keep moving forward with the sale on this follow up.
• 03:08 Now it may be something you have to do in person, so
• 03:12 schedule the next appointment, okay.
• 03:13 So schedule the next appointment, or to do the presentation for
• 03:17 the committee, or to do the presentation for the partner.
• 03:20 Whatever it's going to be you want that next step, okay, you don't just wanna
• 03:24 get off the phone and just leave it having no idea what's going on.
• 03:27 Okay, so you take them through these steps, we'll go over them one more time.
• 03:31 Phone call follow up, if the sale didn't close yet
• 03:34 assess where the prospect is in their decision making process.
• 03:37 Re-associate the prospect with the pain, right, the challenge or the problem.
• 03:44 And then you wanna briefly recap the solution and future pace,
• 03:47 this is what it's gonna be like when you've got our product or service.
• 03:50 And remind the prospect of the expiring offer,
• 03:53 the law of scarcity, you have to have that piece.
• 03:56 I'm telling you if you just keep that piece out
• 03:59 that could keep this going on indefinitely without a decision for you,
• 04:03 and without a sale, you have to have the scarcity there, okay.
• 04:08 And then you ask for the sale again, move forward, or
• 04:10 schedule the next appointment, okay, you wanna keep it moving forward.

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