• ITVI.USA
    15,466.420
    -70.120
    -0.5%
  • OTLT.USA
    2.742
    -0.012
    -0.4%
  • OTRI.USA
    20.530
    0.040
    0.2%
  • OTVI.USA
    15,439.080
    -68.090
    -0.4%
  • TSTOPVRPM.ATLPHL
    3.300
    0.000
    0%
  • TSTOPVRPM.CHIATL
    3.140
    0.190
    6.4%
  • TSTOPVRPM.DALLAX
    1.590
    0.150
    10.4%
  • TSTOPVRPM.LAXDAL
    3.330
    0.020
    0.6%
  • TSTOPVRPM.PHLCHI
    2.170
    0.020
    0.9%
  • TSTOPVRPM.LAXSEA
    4.080
    0.130
    3.3%
  • WAIT.USA
    125.000
    -1.000
    -0.8%
  • ITVI.USA
    15,466.420
    -70.120
    -0.5%
  • OTLT.USA
    2.742
    -0.012
    -0.4%
  • OTRI.USA
    20.530
    0.040
    0.2%
  • OTVI.USA
    15,439.080
    -68.090
    -0.4%
  • TSTOPVRPM.ATLPHL
    3.300
    0.000
    0%
  • TSTOPVRPM.CHIATL
    3.140
    0.190
    6.4%
  • TSTOPVRPM.DALLAX
    1.590
    0.150
    10.4%
  • TSTOPVRPM.LAXDAL
    3.330
    0.020
    0.6%
  • TSTOPVRPM.PHLCHI
    2.170
    0.020
    0.9%
  • TSTOPVRPM.LAXSEA
    4.080
    0.130
    3.3%
  • WAIT.USA
    125.000
    -1.000
    -0.8%
FreightWaves TVNewsPut That Coffee Down

Following up with sales prospects — Put That Coffee Down

How do you add value with a second pitch?

This episode is sponsored by Surge transportation. Surge Transportation is the fastest growing 3PL in the logistics space today. Based in Chicago and Jacksonville, they offer unrestricted access to almost all accounts, limitless territory, and a chance to be a key player in a growing company. To find out more email jobs@surgetransportation.com

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:

  1. Use a follow-up schedule.
  2. Use different contact methods (phone, email, DM, video, etc.)
  3. Think about your timeline. Each product and service is different. 
  4. Keep your messaging simple and to the point. 
  5. Keep details of each follow-up outcome. 
  6. Always get agreement on next steps.
  7. 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.

Kaylee Nix

Kaylee Nix is a meteorologist and reporter for FreightWaves. She joined the company in November of 2020 after spending two years as a broadcast meteorologist for a local television channel in Chattanooga, Tennessee. Kaylee graduated from the University of Oklahoma in 2018 and immediately made the Tennessee Valley her home. Kaylee creates written summaries of FreightWaves live podcasts and cultivates the social media for FreightWaves TV.

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