The correct way to follow up after a break

Same Side Selling Podcast

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11M ago 5:29

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Topics covered:

- Effective follow up after a break like the holidays or when it's been a while since contacting someone

- Two scenarios: after a break, or when they've gone "dark"

- The key is to "disarm" and not make it about selling

- Focus on understanding what issues they wanted to solve originally

- Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit

- For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems

- Use the Client Vision Pyramid to understand their current needs and see if you can add value

376 episoder

#Ian Altman #Entrepreneur #Business #Marketing #Selling