One of the complaints organizations have against telesales professionals is their failure to make any follow up. One of the most common reasons they do not do so is that they fear being rejected because people see them as an annoyance or being pushy. Others just do not feel comfortable doing it for some other reason. Salespeople often do not include making follow-ups in their sales strategy even though it has many advantages.

A sale usually happens after a series of calls and it could take weeks or months for your efforts to bear fruit so do not just drop your prospective customer out of your sales pipeline if the initial meeting over the telephone does not give you a clear direction where you're heading.

Telesales is about building a relationship with your customers. You are not simply helping them decide to make a purchase. You also help them become loyal customers who will always buy your product or service by letting them know that you can always count on them after the initial purchase.
One of the reasons why cold calling works is that people simply do not know that you exist and that you have something that they need. Calling them and letting them know that you are available will make things more convenient for them.

Another positive thing about making telesales follow ups is it lets people know how committed you are in doing business with them. By not giving up so easily, you show them that you believe in what you do, you stand by your product or service and ultimately their decision to make a purchase will turn out to be one of the most gratifying they ever made.

Your telesales follow-up efforts should lead to more sales. Telesales deals involving large sales have transpired after months of follow up and this fact should keep you hopeful that your efforts will one day bear fruit. Always build your next call from any progress you have gained in previous telesales contacts. Keep accurate records to help you be organized and do this activity efficiently. Be a step ahead of the competition with the aid of technology.

There are many kinds of customer relationship management (CRM) software that you could choose to help you keep a customer database and schedule timely telesales follow-ups in no time. Remember, a lot of telesales professionals who have ignored this important part of cold calling have no idea what they missed. Differentiate yourself from the crowd and get more sales by making telesales follow ups.

Source: Heinrich Churchill link