Why Your Sales Follow-Ups Aren’t Getting Replies | Chris Cicconi, KnowledgeNow eLearning Solutions

Adam, what's up? You don't answer my calls anymore.

I won't take offense to it, but I did see your note about sales follow-ups and it's a little bit of a complex topic, but let me try and break it down for you without filling up your voicemail box here.

So

follow-ups fall

into a few different categories.

And I think the biggest thing that's important to understand and This day and age is we're being bombarded by stuff.

It's never been so easy to send 100 emails with the click of a button to power dial 1000 people and leave generic voicemails or even automate LinkedIn at this point, which used to be a bit of a differentiator.

So I think the biggest thing that's important is really coming up with something that is compelling for your audience to want to engage with, want to read, want to hear more about.

When it comes down to it, the biggest thing or the biggest starting off point is really being comfortable with what you are offering.

What are you actually selling? What is the value that it brings? Understand your offering in and out, because without that, everything you do is going to come off kind of lackluster.

Once you've got that sorted, then you have to start to figure out, all right, what industries am I serving? What companies am I serving? What people am I serving? And then how does that message align accordingly? You know, Adam, if I was pitching to you, it'd be really easy to do a follow up and talk about marketing and content and coffee and running.

And that's great.

But that takes a lot of work.

And I think there are a few people that you should be able to follow up with at that level of detail.

And those are your big whales that you want to hit up.

But then as you start to break that down, you go, all right, I can follow up with you about those things.

And maybe there are 10 people at a specific company that I want to reach out to and I find online or on their LinkedIn or I've done a discovery call with them in the past and I've got the information that you're going to hire 100 new people in the next year.

Cool.

How do you plan on training them? Or you go to an industry? And you are able to speak to a new compliance regulation that's coming in.

How are you going to hit that? Well, we do e-learning.

Here's how we can help.

And those pieces can then scale up or down depending on how many people you want to hit with the same message.

And again, the wider you cast your net, the less specific it's going to be.

But at the end of the day, that allows you to come up with some follow-ups that are gonna be really relevant to the people you're talking to.

You're almost having a one-sided conversation if they're not replying.