follow-up: turning leads into conversations
TRANSCRIPT
Why listien for 40 minutes to Bartosz?• CoFounder / Chief Sales Officer @RightHello.com• 5.000.000$ + in deals done• 100 months in sales• Consultant - find me on linkedin• Q&A session after the presentation• English is not my native language. Be nice
First things first: If your client’s experience sucked then no amount of
great follow ups that will save you.
Right Channell to follow up – which to choose?
• Cellphone (calls/sms/voicemail)• E-mail• Office phones• Skype • Linkedin• Facebook• Snapchat• Instagram direct message
Do you have another scenario you want to talk about? Ask me via chat!
Trade off: Time vs. Being personalized and detailed.
How to manage this trade-off?• Be aware of it. • The leads get more valuable over time • Be more general in the beginning and more personal & detailed later• The longer you work with a client the longer you can spend on follow ups• Use data points when they appear for context (CRM!)
OK, example time.
Warning: Cops & Robbers / Cat & Mouse / Pick up lines dynamics apply to everything here
Don’t use those follow ups. For your own good.
When they told us they like case studies, we have 2 new ones and they are from Norway
You will forget everything.
1. What they told you on demo?
2. Were they punctual?3. Are they responsive?
4. What are they like and what do they ask
about?
If you will forget you won’t have great follow
ups. It is that simple.
Example Cadence using multiple channellsDay 1:
• Call -> SMS / Voicemail • E-mail (day 1)• Call (after 4 hours)Day 2: • Call -> SMS• E-mailDay 4• Call -> SMS / Voicemail• LinkedinDay 6• Call -> SMS / Voicemail• Call to the office numer• LinkedinDay 8• Call -> SMS / Voicemail• Call to the office numerDay 13• Break up e-mail [email protected]
Culture matters in follow ups.• Hiring natives is a good idea• If you can – write in a language your audience feels• Some countries acept humor upfront. Some don’t. • Some countries expect us to use idioms because they know it. Some wouldn’t
undersdand it because English is their second language.• Some industries prefer being official, some being to the point.• We don't use bear/vodka gifs for Russia. • We don’t use the word „assume” in netherlands.• We’ve argument against an executive who wanted to target czech repubublic
because his surname had a funny conotation in czech.• Women convert diffrently in some cultures.
How to follow up after you screwed up something?• High touch (meeting,skype,phone)• It’s all your fault even if it’s not. Take responsibility.
Q&A Time!
If you use secret password „Bartosz webinar was the best!” you’ll get a 100$ discount from Righthello ;)*
* Valid until the end of January 2017
Books i recommend: • Steli Efti – Product Demos that sell• Daniel Pink – To sell is human (if you are not in sales but are selling)• Geoffrey A. Moore – Crossing The Chasm (if you are in tech)• Influence – Robert Cialdini• Little book of YES attidute – Jeffrey Gitomer