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Startup sales: #5: Follow-up meetings

First, second, third, fourth parts. Now fifth part:

#5: Follow-up meetings

Has this scenario ever happened to you? You have a great sales meeting, the client is excited, they want to work with you, you agree that you will send them a proposal or contract, and everyone shakes hands and goes away happy. Then you send the proposal. Then you wait. Then you follow up. And you follow up some more. And more. And... nothing. This client, who seemed to be in the bag, just seems to have their mind somewhere else.

Maybe you do eventually get through to them. You have a great phone call. They're still excited! They want to work together. They'll review the contract and get back to you.

And... nothing.

What you need is a follow-up meeting. And the best way to make it happen is right at the first sales meeting. While the prospective client is excited and wants to work with you, they're unlikely to say no to scheduling a phone call the following week. And if they do, chances are the sale was nowhere near in the bag, despite all the good feelings around the room, so at least you know about it, instead of walking away deluded.

Another benefit of scheduling that follow-up call is that you set a schedule for the client to actually look at your proposal. Instead of it being a loose, vague item that doesn't sit anywhere on their schedule, they now have a day to aim for before which the contract should be reviewed.

So, the tip is: try never to walk out of a sales meeting without a follow-up meeting or phone call scheduled.

More from the library:
Creating serendipity by hanging out in the right places
Sell the dream, not the job
Running a business vs building a product