Guest: Jeff Winters – CEO at Sapper Consulting
Moderator: Colin Campbell – Head of Community at Outreach, Sales Hacker
It’s tempting for salespeople to grossly overestimate how many prospects they meet at a conference will close. And, this should be no surprise. In no other setting are buyers this nice to us! It’s great. It’s amazing. And, It’s almost a total mirage. Unfortunately, MOST prospects you meet at conferences are not as interested as they appear. Frankly, not even close to as interested as they appear. They are away from cold weather, colder KPI’s, they’ve had a couple of glasses of pinot grigio and they are going to be courteous. Since, courtesy is not the typical language salespeople hear, we get excited. DON’T!
The key to effectively following up after a conference is two-fold: first determining who to follow up with and second moving the relationship forward and not backwards. Most salespeople build the start of great relationships and then go backwards when they get home.
- How to know if a prospect is “interested” or “conference interested”
- What are the appropriate follow ups for each type of prospect
- Ensure you’re advancing the relationship instead of moving backwards (most people move backwards)
Watch it here