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#64 - How do I follow-up without ANNOYING my prospect?
Ryan Zadrazil asks: How do I send a follow-up email to gain intel on the deal I sent a proposal for without annoying the customer and "just checking in"?
I had a call on Monday with the customer where we went over 2 pricing options, and they asked for a contract!
I feel comfortable emailing him, but I don't know what to say.
1:30 - Logan Westberg responds:
Your next step depends on setting up expectations right correctly.
On that first meeting, you need to identify where you're going to go from there, and propose the exact day you're going to follow-up.
Don't let them leave it open-ended with them saving "We'll review and get back to you".
Ask "What's a good time to follow-up? Next Wednesday at 2:00 PM?" - Set a clear next step.
On your next meeting, you can recap what you've shared, and add another piece of content they'd find helpful.
You can ask "What else should we discuss, or are you ready to move forward to the next stage?"
5:53 - When you don't really have anything new to add, you probably shouldn't send an email.
"Typically, these are reviewed and filled by legal within a week or two.
Is there any issue with the terms as it stands or anything I can help with?"
3:08 - Nick Rundlett responds:
Never "just check in" on a sales prospect after you send a proposal.
It reeks of sales breath, and immediately turns people off.
Instead, serve them as "subject matter expert" of the buyer's journey.
Proactively help them overcome internal challenges and roadblocks they haven't thought of.
"At this phase, your IT/security team will likely want oversight before we can resolve the commercial aspects. They probably have a cloud vendor form we'll want to complete for you; can you share a copy?"
7:25 - Matthew Binder adds:
Don't follow-up if you don't need to.
Your sales process has 2 discoveries: identifying pain and solution, and identifying how to implement change in the company.
Ask what metrics their security/IT/legal/procurement (whatever internal stakeholder) teams will be evaluating the proposal by.
------------------------------------------
Every Thursday at 8:00 PM EST, the Sales Mastermind meets to help each other LEARN SALES FAST.
Want us to take a stab at solving YOUR problems?
Join our community at https://www.mastermind.army !
------------------------------------------
Connect with Ryan Zadrazil: https://www.linkedin.com/in/ryanzadrazil/
Connect with Logan Westberg: https://www.linkedin.com/in/loganwestberg/
Connect with Matthew Binder: https://www.linkedin.com/in/matthew-binder-22946215a/
Connect with Nick Rundlett: https://www.linkedin.com/in/nick-rundlett/
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By Nick RundlettRyan Zadrazil asks: How do I send a follow-up email to gain intel on the deal I sent a proposal for without annoying the customer and "just checking in"?
I had a call on Monday with the customer where we went over 2 pricing options, and they asked for a contract!
I feel comfortable emailing him, but I don't know what to say.
1:30 - Logan Westberg responds:
Your next step depends on setting up expectations right correctly.
On that first meeting, you need to identify where you're going to go from there, and propose the exact day you're going to follow-up.
Don't let them leave it open-ended with them saving "We'll review and get back to you".
Ask "What's a good time to follow-up? Next Wednesday at 2:00 PM?" - Set a clear next step.
On your next meeting, you can recap what you've shared, and add another piece of content they'd find helpful.
You can ask "What else should we discuss, or are you ready to move forward to the next stage?"
5:53 - When you don't really have anything new to add, you probably shouldn't send an email.
"Typically, these are reviewed and filled by legal within a week or two.
Is there any issue with the terms as it stands or anything I can help with?"
3:08 - Nick Rundlett responds:
Never "just check in" on a sales prospect after you send a proposal.
It reeks of sales breath, and immediately turns people off.
Instead, serve them as "subject matter expert" of the buyer's journey.
Proactively help them overcome internal challenges and roadblocks they haven't thought of.
"At this phase, your IT/security team will likely want oversight before we can resolve the commercial aspects. They probably have a cloud vendor form we'll want to complete for you; can you share a copy?"
7:25 - Matthew Binder adds:
Don't follow-up if you don't need to.
Your sales process has 2 discoveries: identifying pain and solution, and identifying how to implement change in the company.
Ask what metrics their security/IT/legal/procurement (whatever internal stakeholder) teams will be evaluating the proposal by.
------------------------------------------
Every Thursday at 8:00 PM EST, the Sales Mastermind meets to help each other LEARN SALES FAST.
Want us to take a stab at solving YOUR problems?
Join our community at https://www.mastermind.army !
------------------------------------------
Connect with Ryan Zadrazil: https://www.linkedin.com/in/ryanzadrazil/
Connect with Logan Westberg: https://www.linkedin.com/in/loganwestberg/
Connect with Matthew Binder: https://www.linkedin.com/in/matthew-binder-22946215a/
Connect with Nick Rundlett: https://www.linkedin.com/in/nick-rundlett/