Utilizing a Prospect Follow-Up Chart

The Prospect Follow-Up Chart

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.

Possibilities For Your Prospect Follow-Up Chart:

  • Name
  • Address
  • City, State, Zip
  • E-mail
  • Date
  • Cell #
  • Business #
  • Date of Birth
  • Passion
  • Client Type
  • Personality Style
  • Contact Preference
  • Major Objection
  • Google+ URL
  • Facebook URL
  • Twitter URL
  • YouTube URL
  • Date Initial Call Made
  • Thank You Sent
  • Brochure Sent
  • Website Visited
  • Fast Facts Profile Sent
  • Main Point Card Sent
  • 3rd Party Testimonial
  • PowerPoint Reviewed
  • Conf. Call Scheduled
  • Seminar Scheduled
  • 7-Day Follow-Up Sch.
  • 30-Day Follow-Up Sch.
  • Need Help With _______
  • Referral Asked For
  • TOMA Touch
  • Done Deal
  • Maybe
  • No

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.

Stay On Track With Each Potential Client

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!

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Sales / Business Coach Chuck Bauer

About Sales / Business Coach Chuck Bauer

Published author, in print and online, Chuck Bauer's information on selling effectively and efficiently appears worldwide. A member of the National Speaker's Association, Chuck spends his time in front of large groups giving seminars to large groups, training individuals on-site, online via a High Definition WebEx platform, and over the phone, teaching, mentoring, supporting, and yes, selling.

Based in Dallas/Fort Worth, Texas, instrument-rated pilot, certified open water scuba diver, committed body builder, and Bikram yoga practitioner, Chuck consults nationally and internationally with individuals, independents, small businesses, and multi-national corporations.

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