{"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\/pt\/acompanhamento-de-chamadas-de-vendas","title":{"rendered":"Cinco maneiras eficazes de dominar sua chamada de vendas de acompanhamento"},"content":{"rendered":"

Cinco maneiras eficazes de dominar sua chamada de vendas de acompanhamento<\/h1>\n

Um blog convidado de Krish Ramineni (cofundador e CEO da Fireflies.ai)<\/h2>\n
\"Ilustra\u00e7\u00e3o<\/figure>\n

44% dos vendedores desistem ap\u00f3s o primeiro acompanhamento. Apenas para colocar as coisas em perspectiva, 80% dos neg\u00f3cios bem-sucedidos exigem pelo menos cinco acompanhamentos e v\u00e1rias liga\u00e7\u00f5es para serem fechados.<\/p>\n

Como gosto de dizer, a sorte est\u00e1 no acompanhamento... literalmente. Entre as milh\u00f5es de coisas com que os representantes de vendas t\u00eam de lidar, o acompanhamento \u00e9 um aspecto fundamental do trabalho. Voc\u00ea est\u00e1 pulando de uma liga\u00e7\u00e3o para a outra<\/a>, conversando com novos clientes potenciais, preenchendo seu CRM e tentando ficar por dentro de novos leads<\/a>. Inevitavelmente, os neg\u00f3cios e os acompanhamentos ser\u00e3o perdidos. Aqui est\u00e3o cinco maneiras de voc\u00ea dominar o acompanhamento ap\u00f3s cada chamada de vendas e fechar mais neg\u00f3cios.<\/p>\n

\u00a0<\/p>\n

1. Defina as expectativas corretas de acompanhamento durante a chamada de vendas<\/h2>\n

No final de cada chamada de vendas<\/a>, pergunte a seus clientes potenciais o que eles acham que seriam as melhores pr\u00f3ximas etapas. Use isso para avaliar o interesse deles e, em seguida, sugira seus pr\u00f3prios itens de a\u00e7\u00e3o.<\/p>\n

Dos milhares de chamadas que a Fireflies analisa todos os meses, notamos que os melhores representantes alocam cerca de sete minutos para esclarecer as pr\u00f3ximas etapas. Tamb\u00e9m analisamos que mais de 80% das chamadas ser\u00e3o executadas ao longo do tempo, portanto, alocar tempo suficiente para as pr\u00f3ximas etapas o prepara bem para a pr\u00f3xima intera\u00e7\u00e3o.<\/p>\n

\"Uma<\/figure>\n

Nas pr\u00f3ximas etapas, descreva como voc\u00ea entrar\u00e1 em contato com eles novamente. Se o objetivo for marcar outra reuni\u00e3o, tente fazer com que ele abra a agenda na sua frente e confirme um hor\u00e1rio antes do final da chamada.<\/p>\n

\u00a0<\/p>\n

2. Lembre-se de enviar um e-mail antes e depois da chamada de vendas<\/h2>\n

Voc\u00ea tem uma agenda cheia de compromissos. Isso \u00e9 um bom sinal, mas muitas dessas chamadas n\u00e3o acontecer\u00e3o porque o cliente em potencial ficar\u00e1 ocupado e se esquecer\u00e1. Lembretes s\u00e3o importantes pelo menos 24 horas antes de uma pr\u00f3xima reuni\u00e3o e 24 horas ap\u00f3s a reuni\u00e3o.<\/p>\n

Na Fireflies, vimos um aumento de 16% no n\u00famero de clientes potenciais que apareceram devido ao envio desses e-mails sens\u00edveis ao tempo. No final das contas, voc\u00ea est\u00e1 pedindo o tempo dos clientes potenciais. \u00c9 nossa responsabilidade mant\u00ea-los informados.<\/p>\n

Isso tamb\u00e9m ajuda a criar impulso, pois a pior sensa\u00e7\u00e3o \u00e9 esperar aquela chamada de vendas e n\u00e3o ver ningu\u00e9m entrar na reuni\u00e3o. O Fireflies captura dezenas de chamadas toda semana para os representantes. Analisamos que 1 em cada 13 chamadas levou algu\u00e9m a esperar na linha de confer\u00eancia, mas acabou encerrando a reuni\u00e3o prematuramente porque ningu\u00e9m apareceu<\/a>. Isso prejudica a confian\u00e7a de qualquer representante, portanto, lembre-se de dar aquele empurr\u00e3ozinho. Seu tempo valer\u00e1 a pena.<\/p>\n

\"Uma<\/figure>\n

Acompanhamento p\u00f3s-reuni\u00e3o<\/a> deve resumir brevemente o que foi discutido, bem como as principais pr\u00f3ximas etapas. N\u00e3o \u00e9 necess\u00e1rio escrever um e-mail com uma p\u00e1gina inteira. Algo curto e cort\u00eas funciona melhor, mas certifique-se de colocar a bola de volta no campo deles e de assumir o que voc\u00ea far\u00e1 ap\u00f3s a liga\u00e7\u00e3o.<\/p>\n

\u00a0<\/p>\n

3. Acompanhe vigorosamente as tarefas de acompanhamento em seu CRM<\/h2>\n

A primeira coisa que nossos representantes examinam todas as manh\u00e3s em seu CRM \u00e9 ver com quem precisam entrar em contato e quais pessoas ainda n\u00e3o abriram seus e-mails. Um CRM f\u00e1cil de usar<\/a> como o Salesflare \u00e9 uma grande vantagem, pois permite que os e-mails de acompanhamento sejam registrados automaticamente. Isso ajuda os representantes a continuar a conversa e fornece a eles todas as informa\u00e7\u00f5es necess\u00e1rias em um \u00fanico lugar, como quem est\u00e1 abrindo os e-mails e que tipo de modelos de acompanhamento<\/a> est\u00e3o funcionando.<\/p>\n

Os vaga-lumes a<\/a>e integra\u00e7\u00e3o do Salesflare<\/a> vai al\u00e9m e tamb\u00e9m registra automaticamente as atividades da chamada, as notas da reuni\u00e3o e as transcri\u00e7\u00f5es diretamente no seu CRM Salesflare. A possibilidade de enviar acompanhamentos detalhados ap\u00f3s a revis\u00e3o das anota\u00e7\u00f5es e transcri\u00e7\u00f5es da reuni\u00e3o ajuda a dar um toque pessoal extra. Mais importante ainda, ajuda voc\u00ea a documentar as tarefas com mais precis\u00e3o no Salesflare ap\u00f3s cada reuni\u00e3o.<\/p>\n

\"Uma<\/figure>\n

\u00a0<\/p>\n

4. Certifique-se de que a chamada para a\u00e7\u00e3o seja clara<\/h2>\n

N\u00e3o pe\u00e7a muito nos e-mails de acompanhamento<\/a>. Mesmo que voc\u00ea esteja fazendo tudo certo, as taxas de resposta ser\u00e3o naturalmente baixas. Isso \u00e9 especialmente verdadeiro se eles vierem depois de chamadas frias<\/a>. A melhor coisa que voc\u00ea pode fazer \u00e9 manter suas solicita\u00e7\u00f5es simples. N\u00e3o envie 10 links diferentes solicitando que eles sigam v\u00e1rias etapas.<\/p>\n

Se estiver tentando obter uma reuni\u00e3o de acompanhamento, mantenha o contexto apenas para isso. Nem todos os e-mails de acompanhamento<\/a> s\u00e3o para agendar uma reuni\u00e3o, \u00e0s vezes \u00e9 para esperar que eles enviem algo ou paguem uma fatura.<\/p>\n

Pode ser muito frustrante quando voc\u00ea come\u00e7a a sentir que est\u00e1 se repetindo. Quando isso acontecer, espace suas cad\u00eancias. N\u00e3o presuma que a pessoa est\u00e1 ignorando voc\u00ea de prop\u00f3sito. Se voc\u00ea tiver essa atitude, ser\u00e1 mais dif\u00edcil do que nunca fazer o acompanhamento. Desde que voc\u00ea n\u00e3o esteja importunando a pessoa e ela n\u00e3o tenha dito explicitamente n\u00e3o, continue fazendo o acompanhamento com as melhores inten\u00e7\u00f5es.<\/p>\n

\u00a0<\/p>\n

5. Ter um motivo espec\u00edfico para entrar em contato<\/h2>\n

Voltando ao que mencionei anteriormente no ponto n\u00famero 4, embora seja importante manter sua chamada para a\u00e7\u00f5es<\/a> simples, voc\u00ea tamb\u00e9m n\u00e3o quer fazer o acompanhamento s\u00f3 por fazer. Durante cada intera\u00e7\u00e3o, tente retribuir um pouco de valor. Se a empresa do prospect estiver nas not\u00edcias ou se houver desenvolvimentos importantes acontecendo, fale sobre isso.<\/p>\n

\u00c9 nesse ponto que \u00e9 muito importante prestar aten\u00e7\u00e3o em suas intera\u00e7\u00f5es anteriores. O Fireflies tem um recurso bacana que permite que voc\u00ea examine todas as suas chamadas anteriores em menos de 5 minutos e permite que voc\u00ea pesquise t\u00f3picos e frases importantes. Nossos representantes usam esse recurso para se lembrar de detalhes sutis e construir suas conversas de acompanhamento com base nesses pequenos fatos que o cliente em potencial mencionou na chamada. S\u00e3o os detalhes sutis que o ajudam a enviar acompanhamentos personalizados e mostram que voc\u00ea estava prestando aten\u00e7\u00e3o. Trate cada acompanhamento como uma oportunidade de fornecer valor incremental. Eventualmente, isso valer\u00e1 a pena e voc\u00ea obter\u00e1 a resposta que estava procurando.<\/p>\n

N\u00e3o existe uma maneira correta de fazer o acompanhamento. Os modelos s\u00f3 o levar\u00e3o at\u00e9 certo ponto. A chave para um bom acompanhamento \u00e9 a personaliza\u00e7\u00e3o e a persist\u00eancia. Seja proativo e tenha todas as informa\u00e7\u00f5es de que precisa \u00e0 sua disposi\u00e7\u00e3o. Metade da batalha \u00e9 recuperar conversas e intera\u00e7\u00f5es anteriores e saber quando fazer o acompanhamento. Use seu CRM para obter bons resultados e simplifique seu processo com ferramentas de automa\u00e7\u00e3o de dados, como o Fireflies, para facilitar seu trabalho.<\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n

Um pouco sobre o Fireflies: <\/em>
\n<\/strong>Fireflies <\/a> \u00e9 uma plataforma de rastreamento de conversas que grava, transcreve e registra automaticamente suas chamadas no Salesflare. Nossa integra\u00e7\u00e3o com o Salesflare est\u00e1 agora oficialmente ativa e pode ser acessada aqui. <\/a><\/em><\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n

Esperamos que voc\u00ea tenha gostado desta postagem. Se gostou, espalhe a not\u00edcia!<\/strong><\/em><\/p>\n

Para acompanhar nossas Masterclasses e aprender sobre startups, marketing de crescimento e vendas:<\/strong><\/em><\/p>\n

\ud83d\udc49 subscribe here<\/a><\/u><\/em><\/strong><\/p>\n

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

O verdadeiro trabalho de vendas come\u00e7a depois que voc\u00ea faz sua demonstra\u00e7\u00e3o: o acompanhamento \u00e9 essencial para fechar neg\u00f3cios. Essas cinco estrat\u00e9gias o ajudar\u00e3o a dominar seu acompanhamento!<\/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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