If the producer has not received an introduction to the risk manager by Thursday morning, she now has a specific reason for reaching out to her prospect: Notice how the action to be completed is date-specific and tied to an agreement the producer and CFO arranged? This specificity is important, not only because an agreement has been reached, but because it triggers a precise timeline for the producer to follow-up.

Would you be able to make an email introduction for me by Thursday morning?ĬFO: Yes, I will send an email introduction by Thursday and you can take it from there. I’d like to share the progress we’ve made already with them prior to that meeting. Producer: For our next meeting we agreed it makes sense to have your risk manager present so they can also participate in the risk assessment. Let’s look at an example dialogue between a producer and a client CFO: Secondly, it allows the producer to affirm the agreed-on direction and necessary next steps to moving forward. First, it demonstrates to the prospect that their thoughts, goals, objectives and challenges were heard correctly, something everyone appreciates. To avoid losing control of the sale and a prospect’s attention, producers can plan for more meaningful follow-up by incorporating a rather simple sales strategy-using a verbal recap at the end of a meeting.Ī verbal recap accomplishes two things. “Just checking in,” is akin to saying, “I have no idea where we are and I’m not sure if you’re still interested in talking to me.” Unless followed by much greater detail, “just checking in” implies neither actions nor agreements were developed in previous meetings. These words are used far too often in emails and voicemails by producers in the attempt to reconnect with a prospect that has gone astray or silent. It is usually quickly followed by, “to see how things are going.” “Just checking in…” is one of the most ineffective statements in a salesperson’s vocabulary.

Just checking in with you