One of the Top Ten sales systems that I encourage all my sales coaching students to use is a specific Prospect Follow-Up Chart. I have found through my business travels that most people lack what I describe as precision-based selling: most do not have any set steps or flow to follow.
Therefore I will implement a Prospect Follow-Up Chart with the salesperson or company based on their industry and sales procedures. I examine closely the product, company, and their typical salesperson. Looking further, I place their typical client style under a microscope and apply closing principles to my thoughts and ideas. After analyzing all this information, I put together a follow-up chart, that, when followed very closely, will assist sales people in tracking their specific sales steps with their clients. In all cases, the salesperson will always know what their next step will be. Using MS Outlook calendar to make sure all their follow-up steps are recorded and implemented with the client gives the salesperson even more power.
The “Client Type”could be: A & B; VIP & Non VIP; or you can get as elaborate as using Advocate, Client, Customer, Prospect, Suspect, and assign certain values to each one. Think about this list, then write down the ones that will work for your sales process.
Whether you have 5, 50, or 500 potential clients, the Prospect Follow-Up Chart will keep you on track with each client. Most companies that use these types of follow-up charts will ask their sales people to keep them in a notebook on their desk. In fact, one sales CEO that I consult with requires it. With this tool, the CEO or any of his sales managers can walk into any of the sales offices and see how each salesperson is doing with each client. And in most cases, the more checkmarks there are on the Prospect Follow-Up Chart, the closer the salesperson is to closing the deal.
Even if your company does not require one, create your Follow-Up Chart NOW and achieve immediate success. You can even take it to the next step and use the Business Manager Feature in Microsoft Outlook. Or you could choose one of the elaborate electronic-based systems that can take you to the highest levels of sales efficiencies. Pick one TODAY and start using your own Prospect Follow-Up Chart—it will save you time and make you more money while closing and fostering new clients with high levels of sales professionalism!