• Our Solutions
    • Solutions
      • Products
        • ElevateCreate sales videos in minutes with our AI-powered app
        • CastScreen recording made simple
        • PlatformCloud-based platform: plan, upload, collaborate & share video
      • Services
        • ProCreate quality video with our post-production services
      • CTA
        Start learning with our free tutorials!

        Discover our online course. Our team of experts share their top tips and tricks so you can create high-quality videos easily and confidently.

        Video School
    • Solutions by Team
      • MarketingCreate marketing video content cost effectively
      • CommunicationsTransform the way you communicate with all stakeholders
      • SalesAccelerate your sales cycle with easy personalised videos
      • Learning & DevelopmentIncrease engagement with learning video content
    • CTA Mobile
      Start learning with our free tutorials!

      Discover our online course. Our team of experts share their top tips and tricks so you can create high-quality videos easily and confidently.

      Video School
  • Pricing
  • Resources
    • Resources
      • Learn
        • Resource CentreExplore our Learning Hub
        • News & Blog
        • Video School
      • Connect
        • Webinars & Events
        • Shootsta Podcast
      • CTA
        Sales Playbook 2022

        Transform your sales team. Discover how video can increase your conversion rates by 4x

        Learn More
    • CTA Menu
      Sales Playbook 2022

      Transform your sales team. Discover how video can increase your conversion rates by 4x

      Learn More
  • Company
    • About
    • Meet the Team
  • Login
Login
Sign Up Free
Blog Communications Sales

5 effective ways to make a perfect follow-up sales call

January 23, 2022

So, you’ve touched base with a prospective client — and even better, they’ve shown interest in having a follow-up call after your email. But how can you be properly prepared for this? As anyone who’s worked in sales knows, this isn’t an opportunity that comes along every day. 

The importance of follow-up in sales really can’t be overstated — that’s why we’ve put together 5 key tips on how you can make the most of this opportunity.

1. Have a clear focus for the call

When you know that you’ve got a customer’s ear, it’s very tempting to throw everything at them — after all, you can’t guarantee you’ll have it again! 

But this is a rookie error. You don’t want to frighten a prospective customer off by overloading them with information. Instead, hone in on the key points you want to discuss with this person — or people, if you’re meeting with a team — and then make sure you stick to your agenda. There’s a time for upselling, but you need to land the actual sale first.

2. Create value

This is closely connected to having a clear focus for your call, though many salespeople take this first step without considering what they’re actually offering their customers. They just get excited about being able to pitch, and don’t necessarily consider whether it’s of benefit to the potential customer. 

But one of the best ways to follow up with prospects is to ensure that it’s going to be worth their time to listen to you. Complete a study of the gaps they have in their current toolset, marketing strategy, branding, or whatever else is relevant to the product you’re selling. Then have a clear outline of how your product can fill that gap.

3. Write a script

Having a script at hand can be extremely helpful for staying on track during a sales call. It doesn’t have to be memorized word-for-word — in fact, we’d probably advise against that because it doesn’t leave a lot of room for improvising on the fly. But if you have a few bullet points or key phrases you need to whip out, it’s best to prepare them ahead of time. Best of all, you can reuse — and finesse — them over time, too. 

 

A basic outline for a follow-up calls script might look something like this:

 

  • Explain who you are, and why you’re calling. This is a great opportunity to tie in your initial point of contact — it helps remind them that they agreed to the meeting and are invested, without explicitly saying so yourself. 

 

  • Outline some of the details about your product. Be careful to keep it focused on them, and the benefits it will have both to their business and the person as an individual. Don’t talk about how great you are — this is a huge turn-off. 

 

  • Give some real-world examples of how your solution can address a gap in their toolset or strategy that you’ve noticed. Be careful not to criticize the status quo — the person you’re speaking to might not have created it! Staying solutions-focused is the best possible approach.

  • Allow time for Q&A. It’s best to hold it to the end if possible, but this will be easier with some clients than others.

 

  • Ask for a future guarantee. This doesn’t necessarily mean asking for the sale there and then — though it might! But really, this is about maintaining client interest and keeping you at top of mind. Rome wasn’t built in a day, and not all sales decisions can be made on the spot. 

4. Practice ahead of time

Whether it’s in a mirror or with a colleague, practice makes perfect. By roleplaying a few different scenarios — perhaps using some of the notes from the follow-up call example script above — you’ll find yourself far better equipped to handle any curveballs a customer may throw at you during a call. 

5. Follow up again

Yep, that’s right — you should follow up your follow-up. Make sure you send a follow-up email after the sales call. This doesn’t have to be complex or in-depth — it can simply be a courtesy note to thank them for their time and contain a brief summary of the conversation you had earlier. 

If appropriate, you may choose to include some additional information, too. For example, a sales brochure as a PDF, a product demonstration video, or an L&D video may be useful, particularly if the prospective client has asked for additional information.

The best way to efficiently cover this in detail is with our Elevate video service — now available as a desktop app. As an AI-powered app, it provides templated scripts, an in-app teleprompter, and access to relevant leaderboard and tracking capabilities. Our personalized Elevate video follow-up service has allowed clients to achieve a 4x increase in response rate and a 6x increase in conversion rate when compared to cold calling.

Find out more with Shootsta

Here at Shootsta, we’re specialists in helping companies and individual salespeople alike break past the gatekeepers and land sales. As specialists in video production and post-production, we’re keenly aware of how tech can swing the balance and make the difference between an unopened email and bringing in new business. So why not get in touch with us today?

Interested in simple, fast and effective video?

Shootsta can help. To find out more about how we can help you with your video needs, please enter your details below. We’ll get in touch as soon as possible.

This field is for validation purposes and should be left unchanged.

Related News & Blog

View All News & Blog
Blog Customer Experience Video Inspiration

4 ways to create a stronger customer experience strategy

June 20, 2022
Learn More
Blog Sales Video Insights

Why personalization matters for virtual selling

June 16, 2022
Learn More
Blog Marketing Sales Video Inspiration

The types of B2B promotional videos every leader should be using right now

June 10, 2022
Learn More
View All News & Blog

Learn more

Discover more about making the perfect Sales Follow up call …

How do you follow up in sales without being annoying?

After you’ve actually made a sale, you’re best off sending a thank-you email or something similar to demonstrate your appreciation. When done skillfully, this can keep the conversation with the client going, leaving them open to future sales. Ultimately, what’s most important is that every interaction you have with the client provides them with value. This is also why it’s good to stay in contact periodically without specifically trying to sell a product. Personalized videos are an effective way to create effective sales outreach or provide stakeholders comms, but they can also be great for reaching out on birthdays, public holidays, or other special occasions.

Can I use video to help follow up sales calls?

Absolutely! Effective use of video can help you get your pitch noticed, land you a follow-up call, and potentially close the sale itself. However, it’s important to note that it’s not solely video that will do all the heavy lifting for you; the usual rules of sales apply. You need to have a valuable proposition, and it needs to be able to hook the client. To find out about how you can do that more effectively, talk to the team at Shootsta today.
Read more

Subscribe to our newsletter to get the latest updates on our solutions

Subscribe
Select your country
  • US
  • AU
  • HK
  • SG
  • UK
  • Icons/32px - Social/Facebook
  • Product
    • Elevate
    • Cast
    • Pro
    • Platform
  • Solutions
    • Marketing
    • Sales
    • L&D
    • Communications
  • Resources
    • News & Blog
    • Learn
    • Shootsta Podcast
  • Company
    • About
© 2022 Shootsta - Video tech for business. All rights reserved.
  • Legal Stuff
en English
en Englishms Malayta Tamilzh-CN Chinese (Simplified)zh-TW Chinese (Traditional)es Spanish
We use Cookies to give you the best online experience when visiting our website. Please let us know if you agree to all of these cookies.
Accept
Cookies Settings
Cookie Box Settings
Cookie Box Settings

Privacy settings

Decide which cookies you want to allow. You can change these settings at any time. However, this can result in some functions no longer being available. For information on deleting the cookies, please consult your browser’s help function. Learn more about the cookies we use.

With the slider, you can enable or disable different types of cookies:

  • Block all
  • Essential
  • Functionality
  • Analytics
  • Advertising

This website will

  • Essential: Remember your cookie permission setting
  • Essential: Allow session cookies
  • Essential: Gather information you input into a contact forms newsletter and other forms across all pages
  • Essential: Keep track of what you input in a shopping cart
  • Essential: Authenticate that you are logged into your user account
  • Essential: Remember language version you selected

This website won't

  • Remember your login details
  • Functionality: Remember social media settings
  • Functionality: Remember selected region and country
  • Analytics: Keep track of your visited pages and interaction taken
  • Analytics: Keep track about your location and region based on your IP number
  • Analytics: Keep track of the time spent on each page
  • Analytics: Increase the data quality of the statistics functions
  • Advertising: Tailor information and advertising to your interests based on e.g. the content you have visited before. (Currently we do not use targeting or targeting cookies)
  • Advertising: Gather personally identifiable information such as name and location

This website will

  • Essential: Remember your cookie permission setting
  • Essential: Allow session cookies
  • Essential: Gather information you input into a contact forms newsletter and other forms across all pages
  • Essential: Keep track of what you input in a shopping cart
  • Essential: Authenticate that you are logged into your user account
  • Essential: Remember language version you selected
  • Functionality: Remember social media settings
  • Functionality: Remember selected region and country

This website won't

  • Analytics: Keep track of your visited pages and interaction taken
  • Analytics: Keep track about your location and region based on your IP number
  • Analytics: Keep track of the time spent on each page
  • Analytics: Increase the data quality of the statistics functions
  • Advertising: Tailor information and advertising to your interests based on e.g. the content you have visited before. (Currently we do not use targeting or targeting cookies)
  • Advertising: Gather personally identifiable information such as name and location

This website will

  • Essential: Remember your cookie permission setting
  • Essential: Allow session cookies
  • Essential: Gather information you input into a contact forms newsletter and other forms across all pages
  • Essential: Keep track of what you input in a shopping cart
  • Essential: Authenticate that you are logged into your user account
  • Essential: Remember language version you selected
  • Functionality: Remember social media settings
  • Functionality: Remember selected region and country
  • Analytics: Keep track of your visited pages and interaction taken
  • Analytics: Keep track about your location and region based on your IP number
  • Analytics: Keep track of the time spent on each page
  • Analytics: Increase the data quality of the statistics functions

This website won't

  • Advertising: Tailor information and advertising to your interests based on e.g. the content you have visited before. (Currently we do not use targeting or targeting cookies)
  • Advertising: Gather personally identifiable information such as name and location

This website will

  • Functionality: Remember social media settings
  • Functionality: Remember selected region and country
  • Analytics: Keep track of your visited pages and interaction taken
  • Analytics: Keep track about your location and region based on your IP number
  • Analytics: Keep track of the time spent on each page
  • Analytics: Increase the data quality of the statistics functions
  • Advertising: Tailor information and advertising to your interests based on e.g. the content you have visited before. (Currently we do not use targeting or targeting cookies)
  • Advertising: Gather personally identifiable information such as name and location

This website won't

  • Remember your login details
Save & Close