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The Fortune Is In The Follow Up As busin

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The Fortune Is In The Follow Up
As business owners, we can never be good enough at following up with prospects.

Here are a few simple steps we can take that lead to success:

1. Connect with 7 to 30 of your lead/contacts daily. (e-mail, mail, telephone, etc).
2. Have a multi-step follow-up sequence. Keep it short and sweet!
3. Everyone who comes into contact with your business is a potential business partner.
4. Refuse to complain about “No”.  Statiscally, 10 “no’s” will amount to one solid yes.
5. Follow the system. If a system for your area of interest exists, follow it.

Check out these scary statistics:
48% of sales people never follow-up with a prospect.
25% of sales people make a second contact and stop.
12% of sales people only make three contacts and stop.
10% of sales professionals make more than three contacts.

Now, MAKE SURE you are giving your prospects
NEW information every time you follow-up – a new testimonial,
benefits of owning your product or business, a change/deal on your website, etc.

DON’T just keep asking them, if they have their
money and have not made a decision,
keep “dripping” them with information.

The best info:  changes your company/product has made.

The golden rule in marketing that will make you wealthy is (once you understand your prospect, what they want, need, or don’t need) keep following up until they buy, die, or tell you to stop!

These stats might be an eye opener…
2% of all sales are made after the first contact.
3% of all sales are made after the second contact.
5% of all sales are made after the third contact.
10% of all sales are made after the fourth contact.
80% of all sales are made after the fifth to twelfth contact.

Making Connections


Written by Les Heichel

April 8, 2011 at 10:34 am

Posted in Uncategorized

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