.png)
It has been said that “The Gold Is In The Follow Up,”.
According to a study done by the Association of Sales Executives, 81% of all sales happen on or after the fifth contact.
Think about that.
If you’re a sales agent and you’re only doing one or two follow-ups, you are likely losing lots of business.
Consistent follow-up creates a predictable and profitable stream of prospects and members that buy.
A good follow-up system has three characteristics:
It is systematic – meaning that the follow-up process is done the same way every time.
It generates consistent, predictable results.
It requires minimal physical interaction to make it run.
There are three types of people you typically need to follow up with:
SUSPECTS (new members), PROSPECTS (members who have responded to your marketing but have not purchased, and CUSTOMERS (members who have purchased something from you.)
Your message to each group will be different.
There are 3 primary follow-up tools you can use – phone, direct mail, and email.
Always remember, your prospects want to move through the buying process at THEIR pace. Your follow-up process should gently nudge them to take the next step in YOUR selling process.
And you want to “link” your follow-up process. You want each communication to build on the previous message.
For example, in a direct mail follow-up, you might start your second letter by saying, “10 days ago I sent you a letter…”
Sure, you have to take the time on the front end to create your follow-up sales letters and emails but once that’s done, you can put your follow-up system on autopilot.
Following up with a systematic process allows you to leverage your time and increase your productivity, which will result in more sales with less effort.
Here are some keys to a successful follow-up strategy.
1. Use Customer Relationship Management Software
The key to successful lead follow-up systems is the ability to track and document your leads.
2. Introduction Email
An introduction email can be the most important piece of communication you send to a new lead. This is your chance to make a great first impression.
.
3. Initial Follow Up Contact Within 24 Hours
After your first contact with a lead, the timer starts and you have about 24 hours before you should follow up with them with a phone call. This is especially important if your first contact with the lead was via email or other online messaging
4. Schedule a Call
Once your initial introduction email has gone out and you’ve gathered information from your lead during the first follow-up call or email exchange, it’s time to schedule a follow-up action call.
5. Always Send an Email After a Call
Any time you speak with a member on the phone, you should follow up with a short email afterward. This is a great place to summarize your call and add any action items and timeline information to make sure you and your lead are on the same page.
6. Send a Nudge Email
Did your lead not answer their phone? Or maybe you haven’t heard from them in a while. Sending a gentle nudge via email is a great addition to your lead follow-up systems.
8. Send a Handwritten Note/Postcard
When it comes to personal communication, nothing beats a handwritten note. to your leads with anything from birthday greetings to reminders and new product or rate information.
9. Follow Up with Your Follow Up
Build time into your weekly schedule for follow-up action items.
By establishing a consistent and systematic approach to your leads, you will see significant growth in your sales and revenue.
About Tom Scabareti - I believe that sales is still a numbers game, but my value proposition is to modify sales behaviors to improve conversion rates which results in increased sales and revenues for the company.
Comments