When you are growing your book of commercial energy customers, you must master prospecting techniques (see article on How to Prospect). Part of the prospecting process is following up with customers who have expressed interest, might be ready to buy later, or those with whom you have yet to make contact with a decision-maker. The phone is a great tool for following up with potential prospects. The phone allows you to contact many more prospects in a short period of time, and can be very effective if you have had some sort of prior contact with the prospect. Here are some great techniques for using the phone to follow up.
The Phone Is Best Used For…
The phone is a great follow up method when you have had prior contact with a prospect. For example, maybe you spoke to a prospect last month in person and he/she asked you to follow up at a later date. Rather than spending the time to visit that prospect in-person, a phone call might be the appropriate action. Many times, energy prospects who are under contract are not quite ready to speak to a salesperson. The phone is a perfect way to politely touch base with a prospect in order to stay in front of them, so that they will give you a chance to offer a quote when they are ready. Here are some great tips to keep in mind when using the phone to follow up:
- Do not call too often. This is a sure-fire way of annoying your prospect and losing all hopes of getting the deal.
- Be short and to the point. Remember, people are busy and when you call them out of the blue they might not have time to chat for a long time.
- Ask if they have time. It is always polite to ask your prospect if you caught them at a good time and if they have a few moments to talk.
- Have a reason for calling. It is always important to bring value each time you speak with a prospect. Was there a recent change in market pricing? Is there something else you want to bring to their attention that could be of benefit?
Phone Follow-Up Script
Although each scenario is quite different. Here is a great phone follow up script that you can follow:
- You: Hi Prospect, I hope you are doing well. Did I catch you at a bad time or do you have a few quick moments to talk?
- Prospect: Sure, go ahead.
- You: Great. I know we spoke on (last time you talked) and we discussed (what you discussed). The reason for my call is I wanted to (insert value).
For example, I am calling to let you know that energy futures dropped significantly today and it might be a great opportunity to get a quote for your renewal. Would you like me to put some pricing together for you?