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How to Make the Best Follow-Up Sales Call in 2019

Posted by www.psmbrokerage.com Admin on Fri, Dec 14, 2018 @ 11:03 AM

How to Make the Best Follow-Up Sales Call in 2019


(Image: Pexels)

Written by Meg Prater / Hubspot

If you're in sales, you've likely seen the 2011 "Lead Response Management Study." It analyzed three year's worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like "What are the best days to call my prospects?" and "What time should I contact my leads?"

This kind of research is invaluable to reps. It helps them plan their weeks, maximize the impact of each call they make, and become more efficient, successful salespeople.

Best Times to Make Sales Calls

These days, many reps are more comfortable sending an automated email than picking up the phone. But, before moving forward, it's worth identifying whether the phone is even the best way to follow up with leads today.

That answer is "Yes.A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% of respondents naming their phone as their most effective sales tool.

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Continue reading to identify the best days and times to make a follow-up call

 

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Tags: sales follow-up, Sales Tips, prospecting

How to Be Persistent in Sales Without Annoying Your Prospects

Posted by www.psmbrokerage.com Admin on Mon, Oct 29, 2018 @ 10:50 AM

How to Be Persistent in Sales Without Annoying Your Prospects

So you've done the preliminary research on a prospect and it looks like you could really help them out. The next step is to get them on the phone.

There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day. How do you break through inbox clutter and the black hole that is voicemail? And how do you toe that fine line between persistence and harassment? Use these tips for following up with a prospect without bothering them.

Check out the details on the 7 tips here

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Tags: sales follow-up, prospecting, phone sales

How to Make the Perfect Follow-Up Sales Call

Posted by www.psmbrokerage.com Admin on Tue, Sep 18, 2018 @ 02:51 PM

How to Make the Perfect Follow-Up Sales Call

I don’t know many sales people that enjoy making prospecting calls. It’s definitely one of the most difficult parts of the job. There are so many things to consider. How quickly are you responding to your leads? What time and Day are you responding? How long are your average calls?

Let’s take a look at some findings from recent studies to help put our finger on the key points.

The complete article from HubSpot can be found here: https://blog.hubspot.com/sales/best-times-to-connect-with-leads-infographic)

Best Days to Call:

Wednesday has shown to be the most successful day for sales calls. Thursday comes in at second place. Of course, this doesn’t mean you shouldn’t be calling on other days, however, you may want to be sure you are highly productive on those 2 days to take full advantage of the trend.

Best Time to Call:

The best time to call has changed over the years. Several studies found the best time to be between 4:00 PM & 5:00 PM. Another study found the best time to be between 10:00 AM & 11:00 AM. Most studies, however, agree that the worst time for successful calls is between 1:00 PM & 2:00 PM.

Response Time:

The response best time to call new leads. 5 minutes from the trigger of the event. After 5 minutes your odds drop significantly. Waiting longer than 10 minutes to respond means your odds of qualifying have dropped 400%.

Once you’ve responded in a timely manner it’s now time to connect with a meaningful dialogue. Studies have shown that successful follow-up sales calls are almost twice as long as unsuccessful calls. Be informative and keep control of the conversation to maintain focus but don’t waste your potential client’s time.

Educate, be concise, and prove your value offer.

Check out the full article from HubSpot for more takeaways: 
https://blog.hubspot.com/sales/best-times-to-connect-with-leads-infographic

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Tags: sales follow-up, closing sales, sales

The Do's and Don'ts of Following Up

Posted by www.psmbrokerage.com Admin on Thu, Jun 25, 2015 @ 11:37 AM

blog pic Following up is a key part of any sales job. It's extremely rare that a rep will connect with their prospect on their first attempt, and so they must try again. And again.

But just because this is common sense doesn't mean it's common practice. According to research from InsideSales.com, the median sales outreach persistency rate for inbound leads is a measly one attempt. So much for following up.

Maybe sales reps don't follow up as much as they should simply because they don't see the value. But consider that even if a lead isn't a good fit for your product or service, that contact could still provide a referral to someone who is. For this reason, it's critical to follow up with each and every single person you meet at an event.

The infographic below from CassiusBlue Consulting lists the do's and don'ts of following up after a networking event. While some tips might be akin to reflex -- for instance, connecting on LinkedIn, and personalizing your message -- others are less obvious. Did you know that adding a contact's email address to your marketing list without permission violates the CAN-SPAM act? And forgetting to set a goal for your outreach (an all too common mistake) can result in a squandered opportunity for a referral or meeting.

If you only take one thing away from this graphic, make it this: Following up is central to sales. Just 2% of all sales are made on the first attempt. If you don't persist, you're bound to leave money on the table.






http://blog.hubspot.com/sales/the-dos-and-donts-of-following-up

Source: blog.hubspot.com


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Tags: sales follow-up, following up after the sale, Sales Tips

The Subtle Art of the Sales Follow-Up

Posted by Jeremy Davis on Fri, Aug 01, 2014 @ 09:01 AM

blog pic

Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or months to secure a piece of business Then the real work begins: delivering on your promises. You can be awesome in sales, and you can be a great closer, but it is far more difficult to get repeat business and referrals if you don’t excel in the art of follow-up.

Five Critical Elements of Follow-Up

    • Be a finisher; take steps to ensure that the installation of your solution is completed successfully, down to the last detail. For some reason, average salespeople tend to slack off once the order is received, while great salespeople actually redouble their efforts. It is critical to ensure that your customers get exactly what they agreed to, and that you deliver on everything you promised. Make sure things happen exactly how and when you said they would! The pay-off is enormous when customers observe that you are someone who takes care of business, which, frankly, many salespeople don’t do.
    • Don’t run and hide; make sure you are accessible during delivery and implementation. Future sales are often sacrificed because the delivery of a product/service is rife with minor issues (including poor communication) that erode the trust you have worked so hard to develop. This can largely be avoided by overseeing the process and being proactive in communicating with the customer. After a sale is made, poor salespeople take longer to return calls, answer questions, and deal with issues, which – from the customers’ perspective – is tantamount to saying, “All I really care about is my commission.” Never fail to be visible and to communicate proactively.
    • Stand up and be counted; take ownership of any problems that arise. Once a sale is made, salespeople can easily be intimidated by customer complaints. No one likes confrontation or conflict, but when issues surface, great salespeople see an opportunity to validate the customer’s decision to buy from them rather than a competitor. Poor salespeople, however, pass the blame to others – the shipping department or accounting, for example – and fail to take responsibility for solving the problem. The result is a significant loss of credibility in the eyes of the customer. Remember, to the customer, YOU are the company. If you fail to take responsibility, handle the problem, and ensure the customer is satisfied, you substantially jeopardize future opportunities.
    • Be grateful; never, EVER forget the two most important words you know: “Thank you.” Gratitude is an extremely powerful emotion – for both the giver and the receiver. Tell customers you appreciate them. Thank them for the opportunity to contribute to their successes. There is absolutely no downside, and there is considerable upside. They feel good. You feel good. The relationship is strengthened. Since it requires very little effort, and costs absolutely nothing, it is simply inexcusable to fail to thank a customer for doing business with you.
    • Become invaluable; begin the personal marketing process. Great salespeople sell much more than a product or service; they sell themselves. To do that, they look for ways to benefit the customer beyond the products or services they provide. They create connections and deliver resources that provide additional value to the customer. This process is called “personal marketing” – the practice of reinforcing your personal brand and elevating your value to the customer. Connect your customers to other key contacts in your network. Seek out information that customers find useful and then deliver it. As opportunities arise introduce new ideas, and new product or service applications, into your customer’s business. Having done well in the first four elements of follow-up, becoming a resource to your customer is the icing on the cake.
http://www.asalesguy.com/2014/07/25/the-subtle-art-of-follow-up/

Source: asalesguy.com

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Tags: sales follow-up, closing sales, following up after the sale, Medicare Supplement

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