In Following Up, Sales Training

 

Joe Lowry, Donald Kelly, The Sales Evangelist, SalesBridge.ioHow often do you follow up? How many times do we actually tend to neglect to do that and just leave money on the table?

Here’s the hard fact: You could be losing sales that you don’t know about – all because you failed to follow up.

Today, I’m sharing with you a tool which you’re going to love. It’s an awesome sales enablement tool by a company called Sales Bridge. Join me and Sales Bridge CEO, Joe Lowry as we discuss the power of following up and most importantly, doing it effectively.

Sales Bridge is a sales platform that automates follow up, scheduling, and data entry with zero apps to download or any software installed. It works with your existing email, calendar, and CRM system, specifically designed to allow salespeople to spend more time in the sales flow.

Here are the highlights of my conversation with Joe:

Joe’s coolest sales experience when he was the customer at a jeans shop

Reasons people fail to follow up:

  • Thinking that people stop being interested unless they immediately respond.
  • Research shows it takes 7-9 personal touches to convert a prospect in your sales cycle. Most of us quit after 2.

Why take time to send personal emails:

  • It’s easy to say no to a robot.
  • Send valuable information even if the prospect doesn’t have to respond to you.

*The Sales Bridge platform is designed to bring about email automation with a personal touch.

  • Your competitors are also sending template emails. Why do the exact same thing they’re doing?
  • What converts people into your sales cycle is that personal outreach.
  • Leverage your strengths so you can handle more of your own personal leads in a personal way.

Things to consider in your follow up email:

  1. Take time to learn about your prospect and their business.

Even if the prospect doesn’t reply, you’re already beginning to build relationship with them. If you give up after 1-2 emails, you’ll never see where the relationship goes.

  1. Longer emails

Longer emails are only better executed after a relationship has already been established.

  1. Show something of value

Whether it’s multimedia, video, etc, do it in a progressively intelligent way that continues to add value to your prospect. (Remember, 7-9 personal touches!)

  1. Take time to be human.

Be a resource person to help the sale move forward. Call or email the potential prospect twice a week to let them know what you’re doing to answer their questions.

5.Take time to develop the relationship.

Take the time to develop the relationship by adding value and significant information (not what you think is cool but what your prospect thinks is cool)

Dealing with your team to motivate them to follow up:

Problem: Not having enough pipeline

Reason: You don’t have enough conversations that are qualifying prospects to build them into your sales cycle.

Solution: Talk to more people. (Emails work great.)

*Get a tool set up like Sales Bridge to help you monitor your team in following up.

The benefits of using Sales Bridge:

  1. Making appointments and scheduling

Sales Bridge connects to your existing calendar and gives you a publicly available version of your calendar so prospects can schedule meetings with you. Prospects can overlay their calendar on top of your calendar to see everything and find time.

  1. Following up

Sales Bridge creates a little virtual assistant ONIT that lives in your inbox. Just tell it when you want to follow up and it installs a bunch of task-based contacts in you address book. Just go to Bcc: and type in ONIT and all your options will drop down.

Joe’s Major Takeaway:

Don’t give up. Everyone else you’re selling against is giving up early. Don’t be the one that gives up. Add value. Take the time to be human. Don’t give up and it will change your entire sales career. Do this TODAY.

Episode Resources:

Visit www.salesbridge.io

Connect with Joe through email at jlowry@salesbridge.io or book an appointment with him right away through www.salesbridge.io/jlowry.

Find out more about the Do Big Things Conference at www.DoBigThings.net

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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