How A-Sellers Handle Follow-Up Meetings

A-sellers & B-sellers treat follow-up meetings differently.

Which one are you? 🤫

Too many sellers treat agreed check-in meetings to just

“check in” and see if there is “any news” from the prospect.

In other words: Since your last touchpoint, all the work sits

w/ the prospect now. You as a seller just lean back and wait.

Boy, if that’s how you think, you’re not doing yourself ANY

favors. Instead, you give up control and feed indecisiveness.

Glady, there’s a better way… that is:

Bring something NEW. Aka: Build on the last meeting:

1. “That question you had about the implementation?”

↳ “We’ve drafted a project plan what we’d need from you.”

("question" = concern, but we want to avoid that word)

2. “The one point we discussed about data security?”

↳ "These are the sub-providers that we work w/ right now.”

3. “That use case we discussed for a pilot?”

↳ “Did a similar project last year. Happy to intro you to X."

In all of this, the goal is to dispel any concerns that the

prospect may (still) have. You want to put them at ease.

Impossible if you're taking a passive role in this meeting.

Instead, treat it like a 1st meeting, same prep and detail.

Now be honest: is that how you already prep check-ins?