From Pitch to Profit

CHAPTER 7STEP THREE: MEETING FOLLOW UP

Let's assume you've just conducted a fantastic first sales meeting. You covered all the elements outlined in the previous chapter with a high degree of competency. As your prospect departs your meeting, they should be thinking about how great that was, how insightful your questions were, and how much they are looking forward to receiving your proposal.

And then a few moments later, they have to snap back into their main role, and they're checking emails and seeing what they missed in the past hour. They soon might not be thinking about you at all.

Avoiding this is where this next step comes in. Your meeting follow-up allows you to continue the momentum until your second sales meeting (which you will have booked in your first sales meeting).

In this chapter, I run through some important ways to keep yourself front of mind with your prospect.

Transferring notes to your CRM

The first action you need to take is transferring your first sales meeting notes into your CRM. Never fear — you don't need to type everything out! All you're going to do is whip out your phone, take a photo of your notes, and then upload this photo straight into your CRM. Many CRMs have an app you can run off your phone; otherwise, save the photo as a document and upload it when you're back at your desk.

Pro tip: You want to save the photo against the Company or Account record in your CRM, not the Contact record. Contacts can change roles or move on from the company, ...