Transcript Document
The Fortune is in the Follow-up! WHY FOLLOW-UP IS SO IMPORTANT • • • • • 2% of sales made - 1st contact 3% of sales made - 2nd contact 5% of sales made - 3rd contact 10% of sales made - 4th contact 80% of sales made - 5th -12th contact Most sales are made between the 5th & 12th contact! -National Sales Executive Association WHY FOLLOW-UP IS SO IMPORTANT • • • • • 48% of people give up after 1st contact 25% give up after 2nd contact 12% give up after 3rd contact 5% give up after 4th contact 80% of sales are made after 5+ contacts. Follow-up Starts During the G.A.W. Add to NOTES field in Contact Manager after you end the call: • • • • • • Date of GAW What are their hot buttons? What do they like? How will they use the account? What are their goals? What’s important to them? What are their objections? Ask “What’s the best way for me to follow-up with you?” Write down their response. Schedule follow-up before ending the call! “Would it be alright if I follow up with you next week? What day would be best for you? What is the best time on that day?... Great, I’ll call you Tuesday at 3:00!” Reminders & Tools There’s no right or wrong way. Whatever reminders or tools you choose, find something that works and DO IT CONSISTENTLY! REMINDERS • Note in your paper or electronic calendar for next follow up – color code GAWs for easy identification in your calendar. • 3 x 5 card system in tickler file – remind you to check Contact Manager notes and follow up appropriately. • Use paper or electronic format – whichever works best for YOU! REMINDERS This screen shot was taken from a Contact Manager page. When you scroll down to the bottom of the contact record, you can add or review notes and dated notes (reminders). REMINDERS Two types of reminders you’ll find on the Card Manager Main Menu: • Cards Sent • Dates Notes Here’s how the note looks when you do a search for notes for a specific date or range of dates. REMINDERS Smead brand accordion tickler file system 1-31 and January-December REMINDERS 3-ring binder with month and date dividers and plastic sleeves Types of Follow-up Prospects SOC Customers: • Get them engaged in using their account • Teach them features WHEN they are ready • Show them where to get help SOC Distributors: • Online training • 7/30/Q – get them started! • Assistance with getting their WML started and setting up 3-way calls • Invite to events • Accountability check-ins / accountability partner Follow-up Methods • Phone (live or voicemail, text) • Email • Cards • In person (on-purpose “bump-ins”) Follow-up by Phone Voice Mail Message: Speak to their goals and needs (refer to your notes for this) If they answer the phone, be respectful: “Is this a good time to talk?” IF NOT: “When would be a better time for me to call you back?” How to say it? • Smiling • NOT desperate or pushy • Serving them, not selling Follow-up with Cards • • • • • • Thank you Nice to meet you Appointment reminder Promotional cards with inserts Picture Plus Campaigns Thank You Cards • • • • • • Be Prompt Be Sincere Don’t be promotional Make it about them – begin with “you” or “your” Speak to their interests and needs Use Picture Plus! Appointment Reminder Cards • • • In “Workplace” section of card catalog Make them fun or sincere. Be you! Use Picture Plus! Use Gifts! • • • • • Powerful Personal WAY beyond what is expected Makes you stand out above the crowd Added benefits! Teaches them to send gifts Makes them more successful You receive commission on gifts Use Campaigns! • Autopilot – set and forget! • Consistent Even when you can’t be Keeps contacts warm for you! Demonstrates the power of campaigns to your prospects, customers and team members • Sample campaigns – many campaign vaults (share to your own account) Campaign: Great to meet you Campaign: Keeping in Touch (just because) Campaign: Tangled Whale (encouragement) Campaign: Making a Difference (appreciation) Campaign: Christmas Card Sent to 722 people with a single mouse click! I’ll do it when I get AROUND TO IT Multiple-Piece Campaigns • Create, send and forget (and be remembered!) • Create your own or purchase professionally designed campaigns: www.SmartFollowup.com • • • • • • General stay in touch Generic referrals Holiday cards Real Estate Agents Mortgage Brokers Insurance Agents • • • • • • Accountants Dentists Chiropractors Attorneys Carpet Cleaners SendOutCards Saving Yourself Significant Time Energy Money Follow up by Email • • • • Free Easy Can be automated Not as personal Cater to recipient’s preferences: Some people prefer email vs. phone Email may be faster for some prospects Use mixture of methods (cards, calls, emails, gifts, etc.) Follow up In Person • Most time-consuming • Often the most effective Builds personal bond Long-term results On-purpose Bump-into’s Be where they are! Networking events Association meetings Social gatherings • • • • Low pressure May not be about business at all! Don’t “throw up” all over people! Develops relationships Long-term Follow-up Methods • Campaigns • Periodic calls • Offer to reactivate gift account around various holidays • Networking • Remembering things important to your client • • • • Birthdays Holidays Appreciation (gifts) Encouragement (illness, death or loss, etc.) Develop & maintain a relationship that is… Sincere Long-term Not only about business! “You will get all you want in life if you help enough other people get what they want.” -Zig Ziglar The Power of NEXT… Don’t get hung up on one or two prospects! Have your pipeline full! The problem should not be finding prospects but keep track of them all! And when someone: Disappoints you… Upsets you… Betrays you… Ignores you… SWSWSWSW…N Some will… Some won’t… So what… Stop whining… The Most Important Thing… • • • • • • Use Prospect Follow Up Sheet Use a spreadsheet on your computer Use a whiteboard Use a legal pad Visually see your progress Keep people from falling through cracks. Just use SOMETHING written! I Promise… • I promise I will relentlessly but professionally follow each lead. • I promise I will not stop following a lead until I have made at least 5 contacts, or until they ask me to stop. • I promise to have FUN!!!!!