Closing the Deal: How to Take Initial Contact to Closed Sale
Smart sales reps at managed services providers (MSPs) know that closing a backup and disaster recovery (BDR) deal takes insight and finesse. How fast should you follow up and how often? Disaster recovery (DR) and intelligent business continuity (IBC) solutions vendor Datto's sales expert Mike Hanauer (pictured) revealed his secrets on the best ways to follow up with potential customers after the initial BDR pitch on the company's blog. Here's what you need to know.
Hanauer, whose official title is Datto Sales Manager offered the advice to parters based on best practices developed from sales experts and his own experience. Keep the following six BDR follow up tips in mind the next time you go through the sales process with a prospect:
- When should you make a follow up call? — The most important thing to take away is that staying in contact is key. Be sure that you have a reason to follow up (e.g. a new product feature release or new promotion);
- How often should you follow up? — Don't be a pain. Will customers find you annoying if you call every day, every other day, or every week? Get to know your customers;
- What questions do you ask when following up? — Ask questions that will assist you with learning more about your customers. Understand who the key players are in the decision-making process. Learn how they think;
- What should you never say? — You're not a salesperson, but an expert — act that way;
- How long should the follow up call be? — Every call is different and the customer will dictate the length. Don't rush the conversation; allow them to lead you; and
- Should you call or meet them in person? — Put the phone down and meet potential customers in person. They will eventually want to meet you. If it's not possible to meet in person, choose the phone over email.
"Building relationships with your client base and understanding each client, will help you to judge the followup and closing process," he said.