Having an initial conversation with a potential client is an exciting opportunity but if it doesn’t end with the client initiating an application, you may be questioning yourself about how to succeed with the follow-up call. A follow-up phone call to a potential client is often more difficult than the cold call or the cold front door knock that the agent made in the first place. However, it is usually that same follow-up call that initiates the sale cycle because value truly becomes evident to the customer.
The Importance of that Follow-Up Call
This is where critical information is gathered and in which the relationship between the client and the agent is established. This is why it is necessary to have a follow-up strategy that is designed specifically with your client in mind. The first thing you need to do in order to achieve success with your follow-up call is to get the commitment; establishing a clear time and day for that follow-up call at the conclusion of your first phone call is vital. Getting a vague commitment such as ‘give me a call next week’ usually means voice mail messages, a longer sale cycle or missed call. Therefore, you need to establish the follow-up call time at the conclusion of your initial conversation.
Send a Thank-You Note in Advance
After each call to a new prospect, send a card of thanks to begin to build equity and trust. Being simple with this thank you card goes a long way such sharing that you’re looking forward to talking with them further and remind them of their future date’s call.
Hand delivering a card, however, shows a potential client that you cared to take the time and energy to do an action outside the box. An email with the same note can be successful if you don’t think that a card will reach the recipient in time.
The next thing to do to achieve success with a follow-up call is to email an agenda and a reminder. The day prior to your follow-up conversation, remind that person of the appointment.
Confirm the date/time and then briefly outline your agenda. Giving them an overview of how long the call might take will also remind them about you valuing their time. You might say something like, “we’ll discuss any questions at the conclusion of the call” and what next steps to take, if any. This helps to minimize some of the concerns and stress that a new prospect might have about the insurance process.
You can add value in the conclusion of your email with a P.S. You might share an article, for example, that highlights the benefits of the type of insurance that they are considering. The product, the market, the industry or something not business related that came up in your initial call is a great way to continue to build that relationship with someone and establish value. The next step to being successful with your life insurance follow up call is contacting on time. You should never start that relationship in the wrong way by being late with the follow-up call. Your respect and promptness show a great deal of respect to the potential client. The next thing you must do is be prepared with the right opening statement. Getting the client to show up for the follow-up call is critically important but you should avoid making opening statement mistakes that far too many sales representatives engage in. These include statements such as:
These opening statements are commonplace and routine and they make you seem no different than any other salesperson in the market.
By using four simple steps to build a powerful statement. First of all, introduce yourself with your full name and then state your company name. When you move into this next phase, you will remind the client what encouraged the follow-up call – going back to that initial cold call and tell them of the gains or pains that were discussed in the previous conversation. Presenting a clear and concise agenda of what you hope to accomplish on this current call is important but avoid pressuring them into making a decision in your first sentence of the phone call.
Being polite, persistent and professional is strongly recommended but going overboard and being a pest can turn your client off and cause them to begin to avoid your calls overall.
Having a successful follow-up sales technique is very important for establishing value and showing that you’re concerned about the client’s needs and not just your own. Remain professional, prompt and courteous with the other person’s time.
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