Remind them of your previous conversation and offer to contact the Prospect directly
“Hi [Gatekeeper’s Name]. This is [Your FIRST Name]. Is [Prospect’s FIRST Name] in? I know you really tried to help me to connect with [Prospect’s Name] and I really appreciate it. But I never heard back from him. Could you possibly give me his direct number?”
Document in maestro
Send a follow up email or text
See Pages 26 - 28 for examples of follow up emails.
Schedule a follow up call
PROSOURCE TIPS
• Continue to build your relationship by being empathetic and understanding.
• Begin pushing a little harder so that you can contact the prospect directly.
WEEKS 4 & 5
SITUATION (PG. 18)
You called and reached a voicemail.
SITUATION (PG. 19)
You called and reached the Prospect.
SITUATION (PG. 20)
You called and reached a Gatekeeper.
Reached Voicemail
ACTIONS Use this as a checklist!
Leave a voicemail that shows the value of calling back
“Hi [Trade Pro Name]. This is [Your Name] at Prosource Wholesale. I know I’m being very persistent. As I said in my previous voicemails, we can make a positive difference in your company by saving you time and money on flooring, and kitchen and bath. Please call me. My number is [Your Number]. Thank you.”
Document the activity in maestro
Consider adding to your Target List to continue your follow ups
PROSOURCE TIPS
• As with all voicemails, be sure to be brief while also encouraging them to call you back. Since this is the last week of the month, this the last week that the prospect will automatically appear on your Prospect grid. Consider adding them to your Target List if you want to be reminded to follow up again.
WEEKS 4 & 5
Follow up with Prospect
ACTIONS Use this as a checklist!
Refer to what you learned in your previous calls and schedule a visit. An example:
“Hi [Trade Pro Name]. This is [Your FIRST Name] of ProSource of [Your Showroom]. We spoke a few times and wanted to reach out to you again. I offered to quote a previous project for you to show you what we can do to help you save time and money. From our conversations, I am even more convinced that once you see the showroom and our system you will find it well worth the trip. You can be assured that I will be prepared and will get you in in out in less than 30 minutes.”
See Pages 24 - 25 for overcoming objections.
Document in maestro
Send a follow up email or text
See Pages 26 - 28 for examples of follow up emails.
Schedule a follow up
Consider adding the Prospect to your Target List
PROSOURCE TIPS
• Build your relationship by referring to what you learned in your previous conversation(s).
• Adding a prospect to your Target List will keep the prospect on your home page to remind you to follow up.
• Always close to the next step: a call back or appointment.
NOTES & REMINDERS
PLAYBOOK APPENDIX
Reponse Examples & Sample Emails
OVERCOMING OBJECTIONS
NOT INTERESTED
THEIR RESPONSE: “Not interested.” [Hangs up].
YOUR RESPONSE: Nothing. Schedule your follow up call and try again.
YOU’RE NOT PRICE COMPETITIVE
THEIR RESPONSE: “I have heard that your prices are not competitive.”
YOUR RESPONSE: “Wow. This surprises me greatly. We regularly shop the market and make every effort to be below the market. You should know that we have the guaranteed lowest price. It is a commitment that we made years ago to ensure our trade professional members have confidence in our low-price statement.”
I’M TOO BUSY / DON’T HAVE TIME
THEIR RESPONSE: “I am very busy this week and it will be very difficult to get by the showroom this week.”
YOUR RESPONSE: “I understand. Is it possible for us to meet in the next weeks? I am convinced that once you see the showroom and our system you will find it worth the trip. You can be assured that I will be prepared for your visit and will get in and out in less than 20 minutes. Will February 15th at 9am or 2pm work for you?”
BUYING FROM SOMEONE ELSE
THEIR RESPONSE: “I am already working with someone who is doing a good job for me.”
YOUR RESPONSE: “I understand. Many of my best members used to work with other flooring providers. My goal is to simply show you our showroom and our system, so you know that there is a very good option out there for you. One of our unique qualities, in addition to guaranteed lowest prices, is that we have over 40,000 styles and colors. Will 9am or 2pm on Wednesday work for you?”
EMAIL TEMPLATES IN maestro
Following Up After Setting an Appointment
Prospect Email
ProSource Showroom Appointment Reminder
Dear Mr./Mrs./Ms. [Last Name of Prospect],
This is [YOUR NAME] at ProSource of [LOCATION]. It was a pleasure speaking with you today. I am looking forward to your visit on Friday, January 6th at 9am.
This our address. We are located on the corner of Elm and Pecan, just behind the Exxon gas station.
ProSource of [LOCATION] 1711 West Elm Street Metrotown, Mississippi 99999
My direct phone number is (555) 555-1234.
For your convenience, I am also attaching some additional information about ProSource so that you will have a better idea of what to expect.
Following Up After Speaking with Prospect & NOT Setting Up an Appointment
Prospect Email
Thank You for Your Time and Consideration
Dear Mr./Mrs./Ms. [Last Name of Prospect],
This is [YOUR NAME] at ProSource of [LOCATION]. We provide wholesale flooring and kitchen and bath to the trade, including companies like yours. We are a unique company that focuses on the trade and offers benefits that other companies don’t offer. For example, we have 40,000 styles under one roof, we carry all major brands, and we have dedicated account managers who get to know you and your business. We also have free sample checkout, and we take care of your clients for you when you send them to the showroom. Because we focus only on the trade, we have many other unique benefits.
My direct number is [YOUR PHONE NUMBER]. I would really love to show you our showroom. I am confident that you will find that we will be an asset to your company.
EMAIL TEMPLATES IN maestro (cont.)
Following up with Prospect after Conversation with Gatekeeper
Prospect Email
Thank You for Your Time
Dear Mr./Mrs./Ms. [Last Name of Prospect],
This is [YOUR NAME] at ProSource of [LOCATION]. I wanted to tell you how much I appreciate speaking with you today and to send you some additional information about ProSource.
As I mentioned, we provide wholesale flooring, and kitchen and bath to the trade, including companies like yours. We are a unique company that focuses on the trade and offers benefits that other companies don’t offer. For example, we have 40,000 styles under one roof, we carry all major brands, and we have dedicated account managers who get to know you and your business. We also have free sample checkout, and we take care of your clients for you when you send them to the showroom. Because we focus only on the trade, we also have many other unique benefits.
I am also attaching some additional information to give you a better idea about who we are and how we benefit companies like yours.
My direct number is [YOUR PHONE NUMBER]. I would really love to show you our showroom. I am confident that you will find that we will be an asset to your company.
