Transcript Slide 1

Fortune is in the Follow-up
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Presented by
Everett O’Keefe, SOC Senior Manager
Two-time Eagle’s Nester
&
Kathy Paauw, SOC Executive
Four-time Eagle’s Nester
WHO WE ARE
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KATHY PAAUW
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Wife of 27 years
Mother
Executive
Professional Life Coach
Productivity Consultant
Professional Singer
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WHO WE ARE
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EVERETT O’KEEFE
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Husband of 17 years!
Father of 3
Senior Manager
Expert Witness
Private Pilot
Worship Team
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OBJECTIVES
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Learn why follow up is essential to
building your SOC business.
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Learn how to follow up – methods & tips.
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Learn about some valuable resources
that can assist you with follow-up.
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WHATEVER YOU DO,
MAKE IT YOU!
• Customize what you learn at convention.
• Sales approach (Jim Packard) vs..
relational approach (Jordan Adler) –
neither are right or wrong, just different.
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• Be true to yourself and use a style that is
best suited to you.
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STORIES
• Kathy – using cards for birthday and preholiday campaigns pushes fence-sitters off
the fence
• Everett – long-term effect of cards and
relationships
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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
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SALES STATISTICS
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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.
Make more
contacts!
The Moral of the Story
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To follow up or not to follow up…
that is the question!
• Assume that all prospects want and need
SOC and will sign up for an account
TODAY.
• If they are not ready to move ahead at the
time of the GAW, put a follow-up plan in
place for everyone unless they tell you
they have no interest and don’t want to
hear from you again.
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FOLLOW UP STARTS
DURING GAW
Add to NOTES field in Contact Manager after
you end the call:
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 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.
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SCHEDULE FOLLOW-UP
BEFORE ENDING THE GAW!
“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!”
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REMINDERS & TOOLS
There’s no right or wrong way.
Whatever reminders or tools you choose,
find something that works and
DO IT CONSISTENTLY!
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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.
• Follow-up Sheet or Daily 8 Score sheet – paper
or electronic format.
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FOLLOW-UP
• Prospects
• SOC Customers:
– Get them engaged in using their account
– Update them about new features and enhancements (examples: 3panel cards, gifts, new features)
– Do they need help with how to create and send a campaign or how to
import contacts? Do they need to use a virtual assistant for anything?
• SOC Distributors:
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Schedule training call(s)
Assistance with getting their WML started and setting up 3-way calls
Invite to team calls, TER, EFTBN
Accountability check-ins
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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
– Not run of the mill
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Not Your Typical Sales Call
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"Hey there, this is Jim Packard. This is my
second call to you. I just read in a book the
other day that it takes an average of 5 calls
to reach someone, so you know I will be
calling you at least 5 times to get in touch
with you. If you want to save me a few calls,
you can reach me at…."
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Not Your Typical Sales Call
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"Hey there! This is Jim calling. Now I know
there is a fine line between follow-up and
stalking. If you ever feel like I am crossing
that line, give me a call and let me know.
Otherwise, I am just going to assume you
are busy like most people and keep calling
you until we get in touch. My number is…."
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What NOT to Say!
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Don’t be defeated!
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Don’t be rude or overly aggressive!
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“Well you probably wont be interested in
this….”
“This is probably too expensive for you….”
“Why aren’t you calling me back?”
“You said you would call!”
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Instead, Try This…
• “I just want to make sure you are doing
okay. I know from the kind of person you
are that you return calls promptly. Since I
haven’t heard from you, I was getting a bit
concerned. Please call me if only to let
know everything is okay.”
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Thank You Cards
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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!
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Appointment Reminder Cards
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In “Workplace” section of card catalog
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Make them fun or sincere. Be you!
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Use Picture Plus!
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Promotional Cards
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In “Business Building” and “SendOutCards”
sections of catalog
Don’t go into detail about SOC
Speak to their needs:
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Referral marketing
Client follow-up
Birthday (relationship-building – NO sales)
Cost or ease of use
Personal
Gifts
Income opportunity
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Great Promotional Campaign
• Thanks to Phebe Trotman!
• Compares Old vs New way to send cards!
• Shared in Campaign Vault!
– Instructions on last page of handout!
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Use Inserts!
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DVD (Free plus additional postage)
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Newspaper insert
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Info Pack: (DVD, Newspaper Insert and
Image Brochure!) Costs $1 plus 36
cents additional postage
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Use Gifts!
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Powerful
Personal
WAY beyond what is expected
Makes you stand out above the crowd
Added benefits!
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Teaches them to send gifts
Makes them more successful
You receive commission on gifts
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How About Campaigns?
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Autopilot
Consistent
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Sample campaigns
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Even when you can’t be
Keeps contacts warm for you!
Shows them the power of campaigns
Various campaign vaults (see resources page)
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Edit Forwarded Campaigns!
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Example: In Kathy’s 12 Piece Followup
campaign, the January "National Handwriting
Month" card indicates that the card is in "my
own handwriting." When a card is transferred
from one account to another, it automatically
saves customized fonts in Standard font.
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Edit the contact info and style (so it sounds
like you) AFTER you transfer it to yourself!
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Use PicturePlus!
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Example cards
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Pictures of prospect and you
Pictures of their
loved ones or interests
Fun cards
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Voice and thought
bubble cards
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Sign cards
Self-deprecating cards
Vacation cards
More?
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Follow-up by Email
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Free
Easy
Can be automated
Not as personal
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Why do you think SOC Cards are so powerful?
Cater to recipient’s preferences:
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Some people prefer email vs. phone
Email may be faster for some prospects
Use mixture of methods (cards, calls, emails, gifts, etc)
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“On-Purpose Bump-ins!”
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Be where they are!
– Networking events
– Association meetings
– Social gatherings
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Low pressure - May not be about business at all!
• Fun
• Develops relationships
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Long-Term Follow-Up
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Mixture of methods
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Campaigns
Periodic calls
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Networking
Remembering things important to your client
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Offer to reactivate gift account---HOLIDAYS!
Birthdays
Holidays
Appreciation (gifts)
Struggles/Encouragement
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Develop & Maintain a
Relationship That Is…
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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
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The Power of NEXT!
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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:
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Disappoints you
Upsets you
Betrays you
Ignores you
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The Most Important Things!
BE CONSISTENT!!!
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Daily 8 every day
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Don’t limit yourself to 8! That is for Part-time
people.
Consider Daily 16 or Daily 24!
Use Daily 8 Scorecard:
www.thedaily8.com
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The Most Important Things!
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Keep record:
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Use Prospect Follow Up Sheet
Use a spreadsheet on your computer
Use a whiteboard
Use a legal pad
Just use SOMETHING written!
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Visually see your progress
Keep people from falling through cracks.
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The Most Important Things!
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Make These Promises!
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I promise I will relentlessly but professionally follow
each lead.
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I promise I will not stop following a lead until I have
made at least 5 contacts, or until they ask me to
stop.
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I promise to have FUN!!!!!
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