Many people stop, they send a quote. They don't follow up. They are not checking in on repeat orders or on what they did last year. They're not checking to say, “Hey, how did that order go?” They're onto the next one. Or they're rushing to do a different quote or something like that. And you know, we don't. We don't, we're not stopping. We're sending out one more email. Just one more email. I mean, that's what my team hears me say, even before I head out before the evening. Oh just one more, just one more. I'm sending out that extra follow-up. I'm picking up the phone one more time. And one of our… from PPAI, one of the training, said that it takes a consumer five to twelve times for thought, a conversation, a quote to stay. Five to twelve times, everybody else is going to stop at the second follow-up, the third follow-up. I'm not stopping. I'm not even stopping at 12, you know? And so when you are, you know, when you're going through that process, I know that many people are like, well they're ignoring me. They're ghosting me -- that's the familiar term right now. But there are so many tools and software. packages that are available just to help you with the follow-up process and just, you know, send out those little reminders. But then the other thing that we're doing is all of the touch marketing as well. So, you know, it's more than just an email. "Hey, check in on this quote." My emails never sound like that. You know, what other projects do you have coming up? How else can I help if this wasn't it let me know? Or we're showing them some new fame-dangled idea. And then in addition to that, we're doing the spec samples, we're doing the virtuals, we're sharing with them other ideas, you know, throughout the time to touch base. And I think that's really at the end of the day, it's about that connection and that consistency that, you know, that separates us from everybody else. Marshall Atkinson I love people that follow up and that's so professional. And I think that really separates people. I have a sales and marketing training company called Shirt Lab, and we had a guest speaker in and her name is Lori Feldman. She's fantastic by the way. And so she's all about drip marketing and she has an 11-word sentence that she sends to an email and I've used it, and it's incredible for follow-up. Do you want to learn what it is? Sara Webb I was just about to ask, are you going to share this? Marshall Atkinson Yes, here you go. Write this down, write this down. “Am I waiting on you? Or are you waiting on me?” That's it. Just send that in. It's because we sometimes think that they got the email or their proposal, but guess what? It went to spam. Or like, I wrote an email to somebody the other day and I didn't actually hit the send button cause I got a phone call and it was stuck in my draft folder and it was there for four days. And the whole time thinking that so-and-so has the email, so stuff happened. So this is a fantastic sequence to send. So I highly encourage you to try that out. Sara Webb And I love that because to your point, even with technology. As you said, I mean, we have our email addresses InTandem Promotions. Well, guess what? Promotions get flagged A LOT. So anything with an attachment, sometimes with a link, we get spammed out. And so a lot of times you just have to send a separate email or actually, I know--shocker, pick up the phone. And so some of that, you know, is all part of it, but also perception is reality. And that was one of the things I learned early on in my career, just because it's their perception, doesn't make it the reality. And so a question like this gives you an opportunity to understand what is their reality, what is their framework?
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