{"id":56513,"date":"2019-02-12T12:41:54","date_gmt":"2019-02-12T10:41:54","guid":{"rendered":"https:\/\/blog.salesflare.com\/follow-up-sales-calls"},"modified":"2024-04-10T16:14:35","modified_gmt":"2024-04-10T14:14:35","slug":"follow-up-sales-calls","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/fr\/suivi-des-appels-de-vente","title":{"rendered":"Cinq fa\u00e7ons efficaces de ma\u00eetriser votre appel de suivi des ventes"},"content":{"rendered":"

Cinq fa\u00e7ons efficaces de ma\u00eetriser votre appel de suivi des ventes<\/h1>\n

Un blog invit\u00e9 par Krish Ramineni (cofondateur et PDG de Fireflies.ai)<\/h2>\n
\"Illustration<\/figure>\n

44% des vendeurs abandonnent apr\u00e8s le premier suivi. Pour mettre les choses en perspective, 80% des affaires r\u00e9ussies n\u00e9cessitent au moins cinq suivis et plusieurs appels pour \u00eatre conclues.<\/p>\n

J'aime \u00e0 dire que la fortune est dans le suivi... litt\u00e9ralement. Parmi les millions de choses auxquelles les commerciaux doivent faire face, le suivi est un aspect essentiel de leur travail. Vous passez d'un appel \u00e0 l'autre<\/a>, vous parlez \u00e0 de nouveaux prospects, vous remplissez votre CRM et vous essayez de rester \u00e0 l'aff\u00fbt des nouvelles pistes<\/a>. In\u00e9vitablement, des contrats et des suivis passent \u00e0 travers les mailles du filet. Voici cinq fa\u00e7ons de ma\u00eetriser le suivi apr\u00e8s chaque visite commerciale et de conclure davantage d'affaires.<\/p>\n

\u00a0<\/p>\n

1. D\u00e9finir les bonnes attentes en mati\u00e8re de suivi pendant l'entretien de vente<\/h2>\n

\u00c0 la fin de chaque appel de vente, demandez \u00e0 vos clients potentiels ce qu'ils pensent \u00eatre les meilleures \u00e9tapes suivantes. Utilisez cette question pour \u00e9valuer leur int\u00e9r\u00eat, puis proposez vos propres actions.<\/p>\n

Sur les milliers d'appels analys\u00e9s chaque mois par Fireflies, nous avons remarqu\u00e9 que les meilleurs repr\u00e9sentants consacrent environ sept minutes \u00e0 la clarification des prochaines \u00e9tapes. Nous avons \u00e9galement analys\u00e9 que plus de 80% des appels s'\u00e9talent dans le temps et que le fait d'allouer juste assez de temps aux \u00e9tapes suivantes vous pr\u00e9pare bien \u00e0 l'interaction suivante.<\/p>\n

\"Illustration<\/figure>\n

Dans les \u00e9tapes suivantes, indiquez comment vous comptez le recontacter. Si l'objectif est de fixer une autre r\u00e9union, essayez de lui faire ouvrir son agenda devant vous et de confirmer une heure avant la fin de l'appel.<\/p>\n

\u00a0<\/p>\n

2. N'oubliez pas d'envoyer un courriel avant et apr\u00e8s l'entretien de vente<\/h2>\n

Votre agenda est plein de rendez-vous. C'est un bon signe, mais beaucoup de ces appels n'auront pas lieu parce que le prospect sera occup\u00e9 et oubliera. Il est important d'envoyer des rappels au moins 24 heures avant un rendez-vous et dans les 24 heures qui suivent.<\/p>\n

Chez Fireflies, nous avons constat\u00e9 une augmentation de 16% du nombre de prospects qui se sont manifest\u00e9s gr\u00e2ce \u00e0 l'envoi de ces courriels sensibles au facteur temps. En fin de compte, vous demandez aux prospects de vous consacrer du temps. Il est de notre responsabilit\u00e9 de les tenir au courant.<\/p>\n

Cela permet \u00e9galement de cr\u00e9er une dynamique, car le pire sentiment est d'attendre un appel de vente et de ne voir personne se joindre \u00e0 la r\u00e9union. Fireflies enregistre des dizaines d'appels chaque semaine pour les repr\u00e9sentants. Nous avons analys\u00e9 qu'un appel sur 13 conduisait \u00e0 ce que quelqu'un attende sur la ligne de conf\u00e9rence et finisse par mettre fin \u00e0 la r\u00e9union pr\u00e9matur\u00e9ment parce que personne ne s'est pr\u00e9sent\u00e9<\/a>. Cela nuit \u00e0 la confiance des repr\u00e9sentants, alors n'oubliez pas de leur donner un petit coup de pouce. Votre temps en vaudra la peine.<\/p>\n

\"Illustration<\/figure>\n

Suivi de la r\u00e9union<\/a> doit r\u00e9sumer bri\u00e8vement ce qui a \u00e9t\u00e9 discut\u00e9 ainsi que les principales \u00e9tapes suivantes. Il n'est pas n\u00e9cessaire de r\u00e9diger un courriel d'une page. Un message court et courtois est pr\u00e9f\u00e9rable, mais veillez \u00e0 renvoyer la balle dans le camp de l'interlocuteur et \u00e0 expliquer ce que vous ferez apr\u00e8s l'appel.<\/p>\n

\u00a0<\/p>\n

3. Effectuez un suivi rigoureux des t\u00e2ches dans votre syst\u00e8me de gestion de la relation client (CRM)<\/h2>\n

La premi\u00e8re chose que nos repr\u00e9sentants consultent chaque matin dans leur CRM est de voir avec qui ils doivent prendre contact et quelles sont les personnes qui n'ont pas encore ouvert leurs courriels. Un CRM facile \u00e0 utiliser<\/a> comme Salesflare est un \u00e9norme avantage lorsque vous pouvez enregistrer automatiquement vos courriels de suivi. Cela aide les repr\u00e9sentants \u00e0 poursuivre la conversation et leur donne toutes les informations dont ils ont besoin en un seul endroit, comme les personnes qui ouvrent leurs courriels et le type de mod\u00e8les de suivi<\/a> qui fonctionnent.<\/p>\n

Les lucioles a<\/a>nd Int\u00e9gration de Salesflare<\/a> va plus loin et enregistre automatiquement les activit\u00e9s d'appel, les notes de r\u00e9union et les transcriptions dans votre CRM Salesflare. La possibilit\u00e9 d'envoyer des suivis d\u00e9taill\u00e9s apr\u00e8s avoir examin\u00e9 les notes de r\u00e9union et les transcriptions permet d'ajouter une touche personnelle suppl\u00e9mentaire. Plus important encore, cela vous aide \u00e0 documenter les t\u00e2ches avec plus de pr\u00e9cision dans Salesflare apr\u00e8s chaque r\u00e9union.<\/p>\n

\"Illustration<\/figure>\n

\u00a0<\/p>\n

4. Veiller \u00e0 ce que l'appel \u00e0 l'action soit clair<\/h2>\n

N'en demandez pas trop aux mails de suivi<\/a>. M\u00eame si vous faites tout ce qu'il faut, les taux de r\u00e9ponse seront naturellement faibles. C'est d'autant plus vrai s'ils interviennent apr\u00e8s des appels froids<\/a>. La meilleure chose \u00e0 faire est de garder vos demandes simples. N'envoyez pas 10 liens diff\u00e9rents leur demandant de prendre plusieurs mesures.<\/p>\n

Si vous essayez d'obtenir un rendez-vous de suivi, ne vous en tenez qu'\u00e0 cela. Tous les mails de suivi<\/a> n'ont pas pour but de programmer une r\u00e9union, il s'agit parfois d'attendre qu'ils renvoient quelque chose ou qu'ils paient une facture.<\/p>\n

Il peut \u00eatre tr\u00e8s frustrant d'avoir l'impression de se r\u00e9p\u00e9ter. Dans ce cas, espacez vos cadences. Ne supposez pas qu'ils vous ignorent volontairement. Si vous adoptez cette attitude, il sera plus difficile que jamais d'assurer le suivi. Tant que vous ne l'importunez pas et qu'il n'a pas explicitement dit non, continuez \u00e0 le suivre avec les meilleures intentions.<\/p>\n

\u00a0<\/p>\n

5. Avoir une raison pr\u00e9cise de prendre contact<\/h2>\n

Pour revenir \u00e0 ce que j'ai mentionn\u00e9 au point 4, s'il est important que votre appel \u00e0 l'action<\/a> soit simple, vous ne devez pas non plus faire du suivi pour le simple plaisir de faire du suivi. Lors de chaque interaction, essayez d'apporter un peu de valeur ajout\u00e9e. Si l'entreprise du prospect a fait l'objet d'une information ou d'un d\u00e9veloppement important, mentionnez-le.<\/p>\n

C'est l\u00e0 qu'il est important de pr\u00eater attention \u00e0 vos interactions pr\u00e9c\u00e9dentes. Fireflies dispose d'une fonctionnalit\u00e9 int\u00e9ressante qui vous permet de parcourir tous vos appels ant\u00e9rieurs en moins de 5 minutes et de rechercher des sujets et des phrases cl\u00e9s. Nos repr\u00e9sentants utilisent cette fonction pour se souvenir des d\u00e9tails subtils et construire leurs conversations de suivi sur ces petits faits que le prospect a mentionn\u00e9s lors de l'appel. Ce sont ces d\u00e9tails subtils qui vous permettent d'envoyer des suivis personnalis\u00e9s et de montrer que vous avez \u00e9t\u00e9 attentif. Consid\u00e9rez chaque suivi comme une occasion d'apporter une valeur ajout\u00e9e. Cela finira par porter ses fruits et vous obtiendrez la r\u00e9ponse que vous attendiez.<\/p>\n

Il n'existe pas de m\u00e9thode unique de suivi. Les mod\u00e8les ne vous m\u00e8neront pas plus loin. La cl\u00e9 d'un bon suivi est la personnalisation et la persistance. Soyez proactif et ayez toutes les informations dont vous avez besoin \u00e0 port\u00e9e de main. La moiti\u00e9 de la bataille consiste \u00e0 retrouver les conversations et interactions pass\u00e9es et \u00e0 savoir quand assurer le suivi. Utilisez votre CRM \u00e0 bon escient et rationalisez votre processus \u00e0 l'aide d'outils d'automatisation des donn\u00e9es tels que Fireflies pour vous faciliter la t\u00e2che.<\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n

Quelques mots sur les lucioles : <\/em>
\n<\/strong>Fireflies <\/a>est une plateforme de suivi des conversations qui enregistre, transcrit et consigne automatiquement vos appels dans Salesflare. Notre int\u00e9gration \u00e0 Salesflare est maintenant officiellement en ligne et est accessible ici. <\/a><\/em><\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n

Nous esp\u00e9rons que cet article vous a plu. Si c'est le cas, faites passer le mot!<\/strong><\/em><\/p>\n

Pour suivre nos Masterclasses et en savoir plus sur les startups, le marketing de croissance et les ventes:<\/strong>.<\/em><\/p>\n

\ud83d\udc49 s'abonner ici<\/a><\/u><\/em><\/strong><\/p>\n

\ud83d\udc49 suivez @salesflare sur<\/em><\/strong> Twitter<\/a><\/u><\/em><\/strong> ou<\/em><\/strong> Facebook<\/a><\/u><\/em><\/strong><\/p>","protected":false},"excerpt":{"rendered":"

Le vrai travail de vente commence apr\u00e8s votre d\u00e9monstration : le suivi est essentiel pour conclure des affaires. Ces cinq strat\u00e9gies vous aideront \u00e0 ma\u00eetriser votre suivi !<\/p>","protected":false},"author":1,"featured_media":56514,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[62],"tags":[190,91],"wl_entity_type":[122],"class_list":["post-56513","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-follow-up","tag-sales","wl_entity_type-article"],"yoast_head":"\nFive Effective Ways To Master Your Follow-Up Sales Call<\/title>\n<meta name=\"description\" content=\"The real sales work starts after you give your demo: following up is essential to closing deals. 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