Follow Up Drills

Question 1

How can you continue to build value with your prospect on the KnowBe4 training?

Answer 1

some news about KnowBe4 so your prospect continues to see the value in our product.
or
…find a success story from another IT person in their industry that used our SAT

Question 2

What are some examples of things you can talk about in a follow up call?

Answer 2

an article about the bad guys penetrating a network in their industry,
or
some important fact that you find relating to them and the value of SAT

Question 3

How would you set up a follow up appointment with your prospect?

Answer 3

You want to be specific on your appointment. You do NOT want to tell them that you will “call them next week sometime.” send them a copy of the calendar appointment so they accept it.

Question 4

Why wouldn’t you want to harass or be pushy with your prospect?

Answer 4

…[they] start resisting the calls and the push.

Question 5

What should your attitude be when asking for a quote or PO?

Answer 5

HAVE COMPLETE CONFIDENCE…

Question 6

When you are going to be doing a follow up call, what should your attitude be?

Answer 6

… decide how YOU would want to receive a follow up call. Figure out how to make it good for your prospect.