show notes

After three to four follow-up emails, you start feeling like you're just an annoying fly to your prospects. Honestly, you're probably just buzzing their inboxes, especially if you're only sending simple "just checking in" messages. In this episode, I'll show you how to send follow-up emails that actually grab your prospects' attention.

Quick Stat

• Here's an interesting stat: It takes six to twelve interactions for prospects to respond and follow through on closing a deal.
• This doesn’t mean you have to send six to twelve cold calls or follow-up emails.
• You should probably stop sending those generic follow-up emails—they don't work.
• The act of reconnecting with a prospect is following up, so you don't have to tell them what you're doing.

Use the MEDDIC Sales Methodology

• Go back to your discovery call or your initial conversation to remember why your prospect needed a change in their business.
• When you talk to them again or send them a message, try something like this: "You mentioned you were using a product that wasn't working. Here's how my solution can help you."
• Check out episode 1923, and I share more details about the MEDDIC sales methodology.

Other Ways to Follow Up

• Instead of writing a regular follow-up email, consider using data or information that isn’t directly tied to the deal you're trying to close. I tell a story of how I did this with an old prospect on a social media platform.
• Also, try to use more than one method of communication—this will help you stay in touch with them. I'll offer some creative ways to follow up on social media.
• Always bring something to the table that will help the prospect or identify an issue they may be having in their company. No matter what platform you’re using, this will help with engagement from them.

“The fact that you reach out to them is following up. They are going to remember you, and you don’t have to tell them what you’re doing.” — Donald C. Kelly.

Resources

• If you like more guidance with improving your sales skills, join my Sales Mastermind Class.
• Thinking about starting a podcast yourself? Learn more about BlueMango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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It’s in the data! Reps who used some form of sales methodology are 33% more likely to hit their quota than those who don’t.

But which one is the best one to use? Join me in this episode where I break down MEDDIC vs. BANT sales methodologies to help you decide which one is the best option for you. I’ll tell you what they are and provide examples of when you should use them.

What Is the BANT Sales Methodology?

• BANT is a simple sales process that most sales rep often learn early in their careers. It stands for:
• Budget
• Authority
• Need
• Timing
• When you use this sales methodology, you determine the client’s budget, if the person you’re talking to is a decision maker, what the need or pain you’re trying to solve, and how soon they’re trying to fix it.
• Also, I like to adapt this method to better suit the client's needs and make it more understandable throughout the process.

What Is the MEDDIC Sales Methodology?

• This has nothing to do with medicine, even though sales reps in the medical field can use it to their advantage. Here’s what MEDDIC stands for:
• Metrics
• Economic buyer
• Decision criteria
• Decision process
• Identifying a pain point
• Champion
• I provide an example of selling a software product that’s competing with QuickBooks, and I’m trying to persuade you to use my services instead. This helps you understand each component of the MEDDIC sales methodology.
• Also, I share details on MEDDPICC (which adds Competition) and MEDDPIIC (which adds paper processing).

Which Sales Methodology Is the Best One?

• Here’s the short answer: neither. It will all depend on your client and the type of deal you’re going for.
• For example, you’ll use BANT in a situation where the deal is less than $2,500. This is because it’s simple.
• Usually, it goes over this amount, then you may use the MEDDIC sales methodology. It will all depend on the situation.

“There is no one way to do this. Some of you may be using different sales methods. The point is that you need to use something!” - Donald C. Kelly.

Resources

• If you like more guidance with improving your sales skills, join my Sales Mastermind Class.
• Thinking about starting a podcast yourself? Learn more about BlueMango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the