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It can be difficult to walk the line between persistence and annoyance when it comes to repeatedly contacting prospects, and your potential value strongly affects how close you can get to that line without crossing it.
On this episode of Put That Coffee Down, Kevin Hill and Richie Daigle talk about why even the best pitches can fail if sellers do not properly circle back around after the pitch is delivered.
They welcome Nick Dangles, co-founder of Kinetic, to discuss frequency of follow-ups and how you have to build value and agreement on every single call. If you aren’t doing this in your follow-ups, then you are losing out and leaving money on the table.
The three break down seven steps to ensuring a great follow-up:
- Use a follow-up schedule.
- Use different contact methods (phone, email, DM, video, etc.)
- Think about your timeline. Each product and service is different.
- Keep your messaging simple and to the point.
- Keep details of each follow-up outcome.
- Always get agreement on next steps.
- Track email opens and click-throughs.
They say if you do that, your odds of making a sale and keeping a client go through the roof.
You can find more Put That Coffee Down episodes and recaps for all our live podcasts here.
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Industry-defining keynotes, rapid-fire technology demos, and industry leaders networking in experiences across Chattanooga - plus the inaugural F3 Awards Dinner featuring the FreightTech and Shipper of Choice reveals.
The day before F3. Every compliance issue you face - fraud exposure, carrier liability, FMCSA rules, cargo theft, insurance gaps - navigated by attorneys and operators defining best practices in a changing industry.
The Signal at Chattanooga Choo Choo • Chattanooga, TN Register NowThe night before F3. FreightTech100 companies honored. FreightTech 25 and Shipper of Choice winners revealed live. Cocktail reception into dinner and live music - 300 industry leaders in one purpose-built room.
The Signal at Chattanooga Choo Choo • Chattanooga, TN Register NowIndustry-defining keynotes, rapid-fire technology demos, and industry leaders networking in experiences across Chattanooga - plus the inaugural F3 Awards Dinner featuring the FreightTech and Shipper of Choice reveals.
The Signal at Chattanooga Choo Choo • Chattanooga, TN Register Now