Phone Follow-up: Write a Scenario Before You Call
Following up by phone call is always a difficult method, because you often encounter a barrier named the secretary, and they hang up on you. Do not assume that everything will be fine without any planning. To be successful, you must have a workable plan.
In the first step, develop a scenario for your phone call and know what you need to say when you call. The marketing team and the content-providing department must formulate this scenario. Following up without a scenario does not make any sense. This scenario is like a play for a radio drama. The smart move is to perform it based on the moods and personalities of the people who do the follow-up. A successful person is one who has his or her own character during the phone call. Your voice and your speaking style determine your character.
A while ago, I asked one of my colleagues to introduce an event to me in a video file. He did it in six minutes. After I reminded him of his mistakes, he prepared a 4-minute file. He reached an inclusive and exclusive introduction based on a text he had already prepared. Using present tools, you can listen to your own voice and evaluate your performance.
During a phone call, the points that apply to email must be observed. It should be interesting. It must contain a special offer. It must provide useful information. You need to mention some points in accordance with the customer's needs.
In each phone call, you need to have a new point to make. For example, talk about the interesting occurrences in your venue during the past month. Remind the customer of gifts or catalogs you have sent, and of the fact that you talked to the company's person in charge during the fair. This will allow you to become familiar with the representative of the company.
One of the most important points in a phone call is to find the person in charge of the matter in question. For example, when you realize that you need to deal with the management or PR department, you must contact the corresponding person in these departments. Avoid spending energy on talking to irrelevant people.