Steve Calascione, Founder of Success with Class, Interviewed on the Influential Entrepreneurs Podcast

Steve Calascione discusses the importance of following up with qualified prospects to increase sales closing percentages. 

Listen to the interview on the Business Innovators Radio Network: https://businessinnovatorsradio.com/interview-with-steve-calascione-founder-of-success-with-class/

As a salesperson, the ultimate goal is to close deals and increase revenue for a company. In order to do so, people must consistently reach out and follow up with qualified prospects. While this may seem like common sense, many salespeople fail to properly prioritize following up and end up losing potential customers as a result.

  • Why Follow-Up is Important

The sales process can be lengthy and complex, especially when dealing with qualified prospects. These are potential customers who have shown interest in a product or service and may be a good fit for a company. However, just because they have expressed initial interest does not mean they will automatically make a purchase.

Following up with qualified prospects allows people to nurture the relationship and keep their company top of mind. It also gives them the opportunity to address any questions or concerns they may have, provide additional information, and ultimately move them closer to making a purchase decision.

  • Increasing Sales Closing Percentages

By consistently following up with qualified prospects, people can significantly increase their chances of closing a sale. Many potential customers need multiple touchpoints before they are ready to make a purchase. By following up, people can ensure that their company stays at the forefront of their minds and increases the likelihood of them choosing their product or service over a competitor.

Additionally, following up shows that people value their business and are committed to helping them find a solution that meets their needs. This builds trust and can ultimately lead to a stronger customer relationship.

  • Tips for Effective Follow-Up

To ensure that the follow-up efforts are successful, here are some tips to keep in mind:

  • Have a system in place: Set reminders or utilize a CRM system to stay organized and on top of following up with prospects. This will also help to track the progress and identify any areas for improvement.
  • Personalize the approach: Avoid generic or automated follow-up messages. Instead, personalize the communication based on the specific needs and interests of each prospect.
  • Be persistent but not pushy: Following up is important, but people don’t want to come across as too aggressive. Find a balance between being persistent and respectful of their time and decision-making process.
  • Offer value: Make sure that each follow-up provides value to the prospect. This could be in the form of additional information, a special offer, or even just a friendly check-in.

Steve shared: “Following up with qualified prospects is crucial for sales success. By doing so consistently and effectively, people can increase their chances of closing deals and ultimately drive more revenue for their company. Remember to make follow-up a priority in your sales process and always strive to provide value and build strong relationships with potential customers.”

 

About Steve Calascione

Hailing from Staten Island, NY, and now nestled in central Connecticut, Steven Calascione AKA Steve Class, is a force in the entrepreneurial world. With adventures spanning over 30 countries and depths explored as a passionate scuba diver, his zest for life parallels his business acumen. In just three years, Steve founded and propelled three service-based businesses beyond the million-dollar revenue mark. Yet, his greatest pride lies in “Success with Class”, his coaching agency. Guided by experience and drive, Steve’s mission is clear: to pave the way for emerging entrepreneurs, ensuring their journey to success is as riveting as his own. Dive into Steve’s narrative and discover success achieved with true Class.

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