The Money is in the Follow-Up
Brian, Tim, and Robb use their combined knowledge to deliver expert tips and tricks on building a successful follow-up process that results in closed deals.
About This Episode
In this episode, Brian, Tim, and Robb use their combined knowledge to deliver expert tips and tricks on how to build a successful follow-up process that results in closed deals. Sales may be one of the most brutal parts of building a company, but by implementing the strategies and mindsets shared in this episode, you’re certain to harness the power of prospecting.
2:38 – Robb kicks things off by asking Brian how he approaches prospecting from the owner’s side. Brian shares why it’s easier to prospect as an owner at the beginning stages of your company and more difficult as your organization grows.
8:19 – Robb asks Tim to share how he handles the followup. Tim admits that as an owner it can be difficult to prioritize sales when you have other, owner-related items on your agenda and gives advice on how to overcome that challenge.
11:48 – We move back to Brian to see what he does when a prospect ghosts him in the middle of the sales cycle. Brian talks about the value of creating follow-up templates in advance and setting up automation cycles for certain prospects, driving home the importance of crafting the right messaging to reach your audience.
18:54 – Tim shares how he approaches ghosting situations, detailing where he and Brian have similar and different tactics.
22:24 – The guys re-emphasize the importance of setting up some sort of rhythm or cadence for your followup plan, starting with the expectations you set at the end of every call.
26:15 – Robb wraps it up by asking Tim and Brian the number one thing owners need to work on when it comes to prospecting and closing deals. Tim stresses how crucial it is to continue in the follow-up cycle, and Brian reiterates how building a framework helps close deals.
Episode 85 Walter ContrerasBinox MSP With Information, There Is (Sales) Power The CEO of Binox MSP, Walter Contreras' focus is helping MSPs grow quickly through lead generation and marketing automation technology.Hosts Brian Doyle Tim McNeil Robb Rogers Guests...
Episode 84 Roundtable What Should We Be Thinking About In 2022? As we start this new year, we share the top three things we believe MSPs should be thinking about in 2022Hosts Tim McNeil Robb Rogers Brian Doyle Share Episode Instagram Facebook LinkedInListen on...
Episode 83 Year In Review 2021 – The Best of MSP Business School We were blessed with many great guests in 2021. In this episode Brian, Tim, and Robb share some of their favorite guests of the year.Hosts Tim McNeil Robb Rogers Brian Doyle Share Episode...