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I have compiled some tips and scripts for follow-up techniques, this can help you when follow-up and continuing to build a relationship with a prospect.  A key tip is to stay patient, people and businesses buy when they have a need and are ready.  

Follow-up script (this should be used when following up on the phone, if you feel comfortable, leave a message)

 Hi! This is _______________ with _______________, I just wanted to touch base and see how business is going for you. When we met in person you mentioned that you may need our services in a few months, does your project still look to be on track? Great, feel free to give me a call back when you are ready. Have a great day!  

To customize your script you may also want to utilize some of your resources such as trade

journals, articles and new business license information for your state or city. The information you find can be useful when calling on a company. Trade journals can tell you about promotions, company cutbacks, expansions and other industry related information.

New Business Leads are a great resource to introduce your product or service.

Some additional sentences that you may want to add on to any of the scripts are listed

below, add or delete what would fit for your script.

“We’ve notice that you or your company recently merged/purchased a new

building/announced they were hiring several people.”

“Congratulations on your new business, you must be very excited! Are you planning on

opening an office/hiring anyone right now?”

“We feel our product/service could be a great compliment to your new product

announcement/new location.”

There are several possibilities and the more you can customize your script to meet their

needs the odds of a meeting taking place will increase in your favor.  I have two very popular closing techniques that again, can be adjusted to your business, comfort level and situation. Keep in mind, these are generic scripts, you will need to alter them to fit your personality, your tone and product.

On a scale of 1-10 where is your interest level? “I appreciate your time today and letting

me tell you about my product. I have one last question for you. On a scale of 1-10, 1

meaning you have no interest and 10 meaning you are ready to buy today, where is your

interest level?” If they say 6 or above say the following: “What would it take to get you

from a 6,7,8,9 to a 10?” If they say 5 or below say the following: “Wow, that tells me that I didn’t do the best job at presenting to you, what do you feel I left out or could have given you some more information on?”

What will it take for us to do business together? This is a strong approach, if you are not

comfortable saying it, don’t use it. “I know that you are extremely busy and I want to

thank you in advance for spending some of your time with me today. I also want to be

honest I would really like to have you as a client. Tell me, what would it take to earn your


Don’t forget to ask for the sale! So many sales people do everything perfectly, set the appointment, answer questions, follow-up, address rebuttals, but then never ask for the sale! Now, when I say this, I am not suggesting that you say “So, are you gonna buy it?” I am saying you should ask in motion. For example, if you are talking with someone and they are sitting on the fence and you say, “What will it take to earn your business?” They reply, “Give me 20% off.” If it’s something you can do and are agreeable to then great! At this point say “I’m glad we were able to work this out and know that I will value your business greatly.” While saying that statement, pull out your order form and start filling it out what you need to & place it in front of them for their signature or payment.

Advertising 10%

Referrals 25%

Appointment Setting 50%

Social Media 15%

 If you are not seeing results with your campaign, contact us for a FREE consultation.  

Need help with your follow-up  efforts?

Here are some tips to get you started!

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