How 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:
Why take time to send personal emails:
*The Sales Bridge platform is designed to bring about email automation with a personal touch.
Things to consider in your follow up email:
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.
Longer emails are only better executed after a relationship has already been established.
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!)
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:
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.
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.
Find out more about the Do Big Things Conference at www.DoBigThings.net
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Let’s face it. If you want to achieve massive success in sales, then you have to have a mentality of the survival of the fittest. Otherwise, you will get left behind by your competitors.
One thing you need to do to get ahead of the pack is to be aggressive. And by that I mean, be aggressive without being a jerk. There is definitely a thin line between the two.
A jerk is when you’re annoying, pushing, insulting people, being rude, or you’re hanging up on people or giving a nasty attitude. Being aggressive, on the other hand, means that you’re going to get your goal no matter what while keeping your customer’s interests top of mind.
If you’re not aggressive enough to go for things and reach your goals then, sorry to say, you won’t be going anywhere near achieving success.
So what does it take to become aggressive (without being a jerk)?
Here are some strategies to help you start with becoming aggressive:
Top sales performers are stubborn, relentless, and aggressive. Be among the top 20%. Earn the income and earn the lifestyle that you deserve!
I’ve played sports all my life and one of the things I’ve seen is that in sports, DEFENSE is important. However, it’s a bit different with sales. One of the biggest mistakes I made as a new seller was that if I was being pushy, prospects were not going to buy from me. Indeed, that was the wrong way of looking at sales.
What I’ve learned over the years is that…
Sales is not a defensive sport. You have to be on the side of the OFFENSE!
Here are some strategies to keep you on the offense:
Seek first to act rather than to be acted upon.
It is your moral obligation to tell your prospects to call, to give them a quote, to make some follow up calls, and to up-sell them on something they need for the organization. Be a striker. Rater error on the side of being too helpful than on the side of not being helpful. Your clients are busy so your product may not be their focus. So get up and call them. Go out there!
People don’t know what you have to offer, until they know you have something to offer.
Stop being a secret. Go forward and do something about it. Do more! If you want to make money, you have to let people know about you. Pick up the phone. Go to networking events. Connect with people. Help them solve their pains.
Be consistent and persistent.
If you can’t seem to get a hold of your client and have been calling them at the same time everyday, well, call them at a different time. Don’t give up. Go for it and be a play-maker. Make things happen. There is a very slim chance that a person gets offended because you followed up. Again, your client can just be busy so you can’t sit back on the defense.
Just do it.
Sit on the offense and not on the defense. Take some time, a couple hours perhaps, to prospect and find unique ways to get in front of people. It is your moral obligation to let your clients know.
Sales is not a defensive sport. You are an offensive player. Be one.
Thank You! These are two of the most important words in the English language, and so often over used, without true meaning. But, when it is used properly, with true appreciation and meaning its power is transcending. In this episode I speak about an experience I had where a vendor went above and beyond the call of duty to express appreciation and thankfulness for my business.
Several months ago when I launched this podcast, I was referred to VA Game Plan. They are an organization that offers virtual assistance to online businesses and podcasters like me. They are very professional and offered wonderful services. I was more than satisfied with the quality of experience I was receiving. One day they went above and in a gesture to express their appreciation for my business.
I received this thank you card in the mail: Tell me which thank you card you would prefer on our Facebook post below:
The fact they sent a card via postal mail was cool, but the fact that it was a CUSTOMIZED thank you card to me blew me away. To some they may say, it’s just another card, but for me (the customer) it showed that they cared enough to put the time an effort in expressing their gratitude and tailored it JUST FOR ME! It was so memorable and very appealing to look at. I have thrown away many thank you cards after sometime from other vendors, but it has been months since I received this customized thank you and it sits in my office on my desk. Now, let’s think about this. Who do you think I am going to refer folks to when I have others that need virtual assistance? Since they are right on my desk, they are always on my mind. Since than I have referred a number of my friends to VA Game Plan.
So how does this apply to you? Go above and beyond in everything you do, especially in the small things like a thank you note. People will love it. Imagine if your clients all received a unique thank you note from you? How much would that say to them that you appreciate their business? Imagine if someone received a unique hand written thank you note from you after a great visit? How likely are they to remember you over the competition and favor you? Remember that you are dealing with human beings and we like to be treated as such and not another number on your list.
What unique ways can you SHOW that you appreciate your prospects and clients?
Check out the episode and tell me what you think.
During this episode I interview the queen of follow up, Judy Garmaise. She has developed one of the best programs out there and also is the author of the book “The Power of Follow Up”. This concept may seem like a very simple principle, but it is surprising how many sales professional, business owners and everyday folks like you and me never do it or do it properly. Listen to the episode and learn:
We also discuss powerful principles from her book that I know you will live. Here is a bio of Judy: Judy Garmaise has over 25 years of experience in sales and marketing. Early in her sales career she noticed that her income would skyrocket once she committed to practicing solid follow up techniques. Later, as the owner of JB Tucker, Inc., a thriving recruiting firm for Software Sales Management in New York City, she used her follow up skills to successfully place high-powered professionals, sales managers, sales reps, and systems engineers and negotiate the best employment deal for her clients. Today she trains business professionals in a variety of industries, including financial, retail, real estate and many more, the skills that made her the follow up expert she is today. She coaches professionals at all levels, from managerial to sales to customer service. By providing quality, insightful education on the skills of follow up, Judy empowers individuals and businesses to be profitable, successful, and marketplace leaders while maintaining integrity and trust.
MUSIC PROVIDED BY FREESFX
Hey everyone! Welcome to another great episode of the Sales Evangelist podcast. During this episode I reveal the new format of having two episodes weekly. The first episode will be shorter and devoted to me speaking on a specific sales tip or answer a question submitted from listeners (that means YOU!). In this episode I share a story I learned from my 14 year – old cousin about following up.
I also speak about my experience at New Media Expo. I was able to connect with some podcasters and online business’ biggest names. Some of these individuals included Pat Flynn, Dan Miller, John Dumas and Michael Hyatt. To follow up with them, I share a creative idea how I am planning on following up with these folks using a picture.
Come and check it out and follow up with me on what you learn!