Last week I wrote about how you could be missing out on 50% of your potential sales because you don't have an effective follow up system.
As a result, I've had lots of comments from people asking, "How do I follow-up?".
So here are 5 very practical strategies you can implement immediately.
1. Follow-Up Soon
Put simply, the longer you wait, the less effective the follow up becomes.
If you meet someone and say you'll follow-up, do so the very next day. If you give a talk and promise you'll send something to those who give you their card, follow-up within 2 days.
And for those people you'd like to just keep in contact with, send them a card or at the very least an email. Why a card? Email is quick and dirty - and most of us gets tons of them. A card stands out from the clutter and is very easy to do with the Sendoutcards.com service.
2. Organize Your Follow-Ups
Make sure you set aside time for follow-ups so you can fit them into your schedule.
Make the process a regular part of your week and follow it.
3. Script Your Follow-Ups
Unless you're phoning just to shoot the breeze, know what you're going to say and where you want the conversation to go.
However, don't make the objective trying to sell them something. A follow up call is all about exploring possibilities. It's about how you can help them.
Yes, in some cases the call will lead to setting up a sales appointment. In others it's about adding the person to your keep in touch list.
4. Do Your Research
People are busy and the last thing they need is another self serving message along the lines of how good you are, that you're the number 1 in the industry and have a long string of clients etc.
Remember the WIIFM rule. If you can't immediately lead with a value proposition that talks to their "What's In It For Me" - they'll immediately stop listening.
So do your research, figure out what they're struggling with and how you can directly help them.
Don't do this...
"Hi, this is Jim Smith from ABC Consulting. We met at the Chamber last night. We offer a complete range of consulting services designed to meet your needs. I'd like to get together with you to explain our services and how we can help you."
This will get a brush-off or your call won't be returned.
Do this instead...
"Hi, this is Jim Smith from ABC Consulting. I've been thinking about your comments regarding qualifying leads. I have 2 specific ideas I'd like to share with you about how you could immediately have your leads qualify themselves in or out without you having to spend time on the phone with them."
See the difference?
5. Use Friendly Persistence
Not everyone responds immediately. It can take many touches before something happens.
If someone doesn't get back to you right away, it either means your message did not contain enough value or that they're just busy.
You can control the first, but not the second. Keeping in friendly contact pays dividends. People respond when they're ready and the message is right.
Take this newsletter you're reading. We've had people respond anywhere from immediately to years later. The trick is to be consistent and reliable in your touches.
And finally, following up doesn't mean "Hassling" people.
Use low key touches that add value to your contacts. Send them articles of interest, industry news and other stuff they're likely to be interested in. Then they look forward to hearing from you.
Rashid.
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