For sales reps, one of the most gratifying feelings is getting a prospect on a call after weeks (sometimes even months) of chasing. 

However, if you’ve worked in sales long enough, you know by now not to get too excited. 

Statistics show that 80% of sales require 5 follow-up calls in order to close. The first time you interact with a buyer is really only the beginning of a much longer sales process. To get to the finish line, you must first master the art of the follow-up.

Tips for scheduling follow-up sales calls

The work you put in during the initial sales conversations with a buyer is crucial to building the foundation for a mutually-beneficial relationship, with the hopes of ultimately closing the deal further down the line.

Often, getting a prospect to commit to a follow-up call can prove to be just as difficult as catching them cold for the first time. 

To add insult to injury, there’s a lot that can go wrong between sales conversations that could jeopardize your follow-up meeting. The buyer has time to think about your product, consider if it’s worth pursuing, or even lose interest altogether.

At the end of the day, you can’t control whether or not they show up, but there are a few surefire steps you can take beforehand to increase the chances that they stick around. 

Let’s get started.

Take detailed notes during the first call

While it’s true that a prospect should have your full attention during a call, you should still take notes to make sure you don’t miss any important details.

What you learn from the first conversation is going to shape your selling strategy moving forward, so it’s crucial to jot down as much relevant information as possible.