Utilizing a Prospect Follow-Up Chart

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One of my Top Ten “sales-systems” that I encourage all my personal sales coaching students to use as well as my sales management students is a specific Prospect Follow-Up Chart. I have found through my sales travels that most sales people and sales managers “lack” what I describe as precision-based selling, meaning that most do not have any set sales steps or “flow” to follow – especially as it directly relates to the necessary sales steps to take with a potential client.

Therefore, I will implement a Prospect Follow-Up Chart with the sales person or company based on their industry and sales procedures. I examine closely the product, company and their typical salesperson. Looking further, I place their typical client style under a microscope and apply closing principles to my thoughts and ideas. From churning all this information, I can put together a follow-up chart, that, when followed very closely, will assist sales people in tracking their specific sales steps with their clients. In all cases, the salesperson will always know what their next action item will be. Even more powerful is when the salesperson utilizes MS Outlook calendar to make sure all their follow-up steps are recorded and implemented with the client.

Here is an example of the “fields” that might be included in YOUR Prospect Follow-Up Chart:

Name
Address
City
State
Zip
E-Mail
Date
Cell #
Biz #
DOB (Date of Birth)
Passion
Client Type – this could be A & B; VIP & Non VIP; or you can get as elaborate as using Advocate, Client, Customer, Prospect, Suspect and assign certain values to each one.
Info Added To Outlook
Personality Style: D S R T
Communication Preference
Major Objection
Google Intelligence
You Tube Intelligence
MySpace Intelligence
Initial Call Made
Immediate Thank You Sent
Brochure Sent
Website Visited
Fast Facts Profile Sent
Main Point Card Sent
PowerPoint Reviewed
3rd Part Testimonial
Conf Call Scheduled
Seminar Scheduled
7 Day Outlook Follow Up Scheduled
30 Day Outlook Follow Up Scheduled
DOB in Outlook
Need Help With _____
Referral Asked For
TOMA (Top Of Mind Awareness Touch)
Done Deal
Maybe
No

Think about then list the specific ones that will work for your sales process.

Whether you have 5, 50, or 500 potential clients, the Prospect Follow-Up Chart will keep you on track and help you stay organized with each client. Most companies that use these types of follow-up charts will ask their sales people to keep them in a notebook on their desk. In fact, one sales CEO that I consult with, requires it. With this tool the CEO or any of his sales managers can walk into any of the sales offices and see how each salesperson is doing with each client.

Chuck’s Success Stories:

Sales Organization: 80 Person Sales Force attributes 50% increase to Chuck’s Trainings!

The formula is pretty simple - in most cases the more checkmarks there are on the Prospect Follow-Up Chart, the closer the salesperson is to closing the deal.

This is information ANY salesperson can implement now rather easily and have some immediate success with it. You can take it to the next step and use the all new Business Manager Feature that is found in the latest versions of Microsoft Outlook. Or, there are very elaborate electronic based systems that can take you to the highest levels of sales efficiencies. Pick one today and start using your own Prospect Follow-Up Chart – it will save you time and make you more money while closing and fostering new clients with high levels of sales professionalism.

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About the Author
Higher PROFITS and higher levels of Sales EFFICIENCIES - typical results that are experienced by Chuck Bauer’s clients. Chuck has over two decades of sales experience and on a daily basis you will find him consulting to many sales organizations and salespeople nationwide. He is a highly sought after Speaker and a member of the National Speakers Association. His information is widely published in many print and internet based publications. He is an instrument rated private pilot, committed body builder and Mt. Biker.