Nate Tilley explains the "mini bomb," a follow-up technique where reps jump straight into reminding prospects what you discussed last time, state why you're calling, and immediately push momentum. Prospects forget details fast after the first call, so this script re-engages them when they're still warm.
You're never going to get a prospect as hot as you get them at the end of your first phone call. So I just want to give you a call to see if anything change on your end. Oh, nothing changed from our last conversation. Over time, the information retention in their brain just degrades very, very aggressively and they forget about everything and they forget realistically why. The problem was that they actually wanted to reach out to you and speak to you in the first place. So what we want to do is something that I call the mini bomb. We jump into the sales call. Last time we spoke, we went over xyz. You guys are struggling to get new clients coming in. We're bas talking about implementing a system to give you predictability and consistently with the way that you attract clients into your business. Now, the reason for the call is. And then you give them a reason for the call, you've got to re warm them up and ramp them back up to try and get them. So it's not you're starting the call from a standstill, you're ramping up the speed of the call and getting some motion in the call immediately from the get go.
