Lesson Content
Study the lesson, then apply the steps to a real prospect or business opportunity.
Follow-Up CRM
1Why follow-up matters
Many opportunities require several conversations. A CRM prevents prospects from disappearing because someone forgot the next action.
2Record every serious prospect
Store company, contact, need, source, status, last activity and next follow-up.
3Use clear statuses
Examples: New, Contacted, Follow Up, Meeting, Proposal, Negotiation, Won, Lost and Expired.
4Always set a next action
Every active opportunity should have a specific next step and date.
5Write useful notes
Record facts, questions, objections, commitments and decisions. Avoid vague notes such as “spoke to client.”
6Prioritize your pipeline
Give attention to qualified opportunities with meaningful needs and upcoming actions.
7Follow up with value
Do not send “just checking in” repeatedly. Where possible, provide a relevant answer, idea, clarification or requested information.
8Close the loop
Mark won, lost or inactive opportunities correctly so your pipeline remains accurate.
9Review daily and weekly
Check today’s follow-ups daily and review the entire pipeline weekly.
Assignment Add at least ten prospects to your CRM, assign each a status and ensure every active prospect has a next action and date.