Why you should never "just check in" with a prospect
by David Frew | 24 Feb 2022
‘Hi, I’m just checking in on you since the last time we spoke…’. All too often, this is how some salespeople shoot themselves in the foot. But, wait, I hear you think… What’s wrong with checking in on a prospect? Let’s take a look.
Your call is an interruption. It’s always an interruption unless your customer or prospect had it scheduled in their calendar. A “just checking in call” is not scheduled. Do you enjoy being interrupted? Neither do I. However, if you interrupt my day with something of value or relevance, then we can talk…
Where’s the Value?
Where’s the value or relevance in "just checking in"? Right! There's none. In the customer’s mind, this seller has just lost a chunk of credibility (just how much will depend on the personality of the customer, and how much credibility you had with them before the "just checking in" call. I hope you have loads…On the other hand, when we call to add value, share insights or relevant information, then we can talk.
Try this instead…
If you ever – or if you have a tendency to – call just to check in on someone, try this instead.
Plan for each call. Spend some time and list some questions on your Meeting Planner that are relevant to developing the sales opportunity and are compelling to the Prospect.
What kind of questions, you might ask? Well, some thoughtful questions that will…
- confirm your understanding of something
- increase your knowledge of something
- develop your relationship with the customer or prospect
Alternatively, have some relevant material ready to share with your customer. Take a look around your office, your hard drive, your network drives, your browser bookmarks…you’ve likely already got some really great material that could be shared with your prospect. Something along the lines of the following…
- Case Studies
- White Papers
- Blog articles
- Industry insights and perspectives
- the list goes on...
If you cannot add value, deliver insights, or ask questions that are relevant to the customers’ business &/or business case. Don’t call.
Instead, do some research, some planning, refer to your Playbook (if you have one) and open a thoughtful, respectful & professional business call with your prospects and customers. Do this for each & every sales conversation.
Planning for sales calls &/or meetings is a key element in our sales strategy, regardless of our sales process or methodology.
Using a Meeting Call Planner can help us understand more clearly what stakeholders expect from each and every sales conversation. In addition, using a Meeting Call Planner is a great way to consider which strategy should be used, and what tactics we might employ to help us move the sales opportunity forward.
Don’t have a Meeting Call Planner? We’ve got you covered. Download your free copy of the WhiteBridge Meeting Call Planner. Feel free to share it with colleagues, too.
Good luck, and happy selling!
WhiteBridge is an Oslo-based HubSpot Authorised Partner growth agency that works with ambitious business owners, & sales and marketing teams to scale quick, effective and sustainable growth.
Many of our clients develop and sell their own innovative SaaS &/or software solutions, or technologies. However, we also have some great clients that describe themselves as creatives &/or professional business service companies.
Want to discuss how your business can sell more effectively, win more clients, and increase your competitive advantage?
Find a day and time that suits you best, and let’s see what we might achieve together…
Help! I'm being blocked. What now?
In "gatekeepers", "sales prospecting", "prospecting effectiveness", "empathy", "blockers", "sales effectiveness", "gate keepers", "building relationships"
Sales is hard. Sales is necessary. Sales matters.
In "sales prospecting", "customer acquisition", "prospecting effectiveness", "empathy", "sales", "competitive advantage", "prospecting", "sales effectiveness", "lead generation", "cold calling", "building relationships", "new business", "adding value"