Doing so, you will both move to the next step. That is how you create value.Īll you need to remember is one thing: it’s not the prospects job to engage you, it’s your job to engage them.

When you truly engage your prospect, you create the next step for them to agree to. When you call to say you’re just checking in, you’ll make it easy for the prospect to blow you off. Too often, the “engagement” part is left out and the prospect is left with one objective: make you disappear fast. That way, you set yourself up for the one thing you need to do with every call: engage the prospect with a next step. It’s your job to create an environment where they have confidence in you. Remember you’re the expert and you’re the one who can help them, not the other way around. The list above is just a sampling of what you can do to create more value. Educate them on a key piece of industry informationĭon’t think for a moment there’s nothing more you can share, because they’re always is.

Ask or share about something going on with one of their competitors.Build on something happening in the prospect’s business or life.Clarify or answer a question from a previous meeting.Engage with a question to help uncover a deeper need.Ask for more insight about something they shared in a previous meeting.When you follow up with a prospect, whether it be the first time or the 100th time, you have to bring more value by doing one of the following things:

To the smart prospect, it says the time is right to negotiate for a major discount. You’re telling the prospect that you’re desperate. It’s saying all of the value is already on the table. If you say “I’m just checking in,” you’re admitting to the prospect that you don’t have anything else you can bring to them. You’re in sales, so that means creating value for the prospect.

Just checking in