FOLLOW-UP FOR THE WIN!
TAKE A BREAK
To be in sales, you must be optimistic. To be great in sales, you need to be persistent.
Far too often, people try to connect a couple times with a prospect, but they give up because they are getting no response. Sales is all about timing. If you are not in front of your prospect at the right time, chances are they will go with someone else.
MY TOP 3 STEPS FOR CLIENT FOLLOW-UP
The first thing I do is create a task with the due date of the next time I want to contact this person. We have so much going on at any one time that if you leave it up to yourself to remember, chances are you will forget. As soon as the due date comes up, I reach out to them to have a conversation. Once I have attempted to connect, I decide when and what the next connection will be and change the due date accordingly. The second thing I do with any new prospect is make sure they are in our weekly email. This email is designed to keep us top of mind and provide value to our subscribers. This is one of the most important assets a business can control. Make sure that you are constantly building your list. The last thing I do to stay top of mind with prospects is add them to our 18-touch follow-up outline. This outline gives me 18 connection points that I don’t have to think about. I know what I need to do next and can keep moving quickly through my prospecting list. If you don’t have a process in place for following up, it is likely that you are giving up too quickly on prospects who are not quite ready yet. Which process or format you use is less important than simply having a process. I challenge you to take 15 minutes and jot down your follow- up process for developing a new client. If you can’t get it down in 15 minutes, you should get your team together and focus on building a process out of what works.
When someone closes, it is never on the first call. Make sure that you are not losing people during your sales process by giving up too soon.
–Justin Stephens
(208) 429-9275 | 7
Published by The Newsletter Pro • www.TheNewsletterPro.com
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