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| Follow-up Or Die - Your Accountant Will Love You It took me over 3 years to discover why I had been successful and also why I had been failing so negative in sales. It all boiled down to 1 point: My potential and determination to Follow-up with prospects and with new clients and associates following their initial introduction to my product line! Why so extended to accomplish a "duh" you might ask Very simple! My trainers and mentors did not know to DeMarcus Ware Jersey Follow-up either! This is a part of the cause that salesmen possess a quite high failure rate. Folks tend not to understand marketing and therefore the strategic value of following up on prospects. Read this statistic regarding the importance of following up from an association of specialist salesmen. Their statistics show that probably the most sales by far are made from the 5th through the 12th get in touch with! Here may be the data they have compiled about on which speak to sales are created: 2% of sales are made on the 1st make contact with 3% of sales are created on the 2nd speak to 5% of sales are produced on the 3rd get in touch with 10% of sales are produced on the 4th make contact with 80% of sales are created on the 5th-12th make contact with Realizing that, don't you think it will be very good to go out and understand the way to be a superb salesman Your mentors are delivering that for you at the moment so listen up. (They're aren't they If not, much better find a superb mentor as going it on your own in any sales company is suicide!) Like in any education procedure, it's excellent to go out and READ more about what productive people do in your selected field to produce the good results they've. Men and women like Tom Hopkins, Zig Ziegler, Jim Rohn, A. L. Williams and other people are all expert salesmen who are now within the instruction mode of assisting other people realize the strategies that got them where they are today. So, back to the statistics. 80% of all sales are made from the 5th by way of the 12th get in touch with! Wow! Are you currently starting to determine why your closing rate is so low Gil Cargill, a former VP Sales from IBM who now is actually a sales management consultant offered the following statistics from the Sales & Marketing Management Institute that are interesting relative to how all buyers identify and pursue buying plans: (1) 87% of all leads are never pursued (2) 45% - 63% in the all leads eventually buy the product or service from someone (3) 48% of all sales leads that are pursued are dropped right after the first call/meeting (4) 80% of all sales close immediately after the fifth contact/meeting (see above) (5) 73% of sales people tend not to possess a growth plan for their top five accounts His main point was that effective company development methods ensure we are "in front in the customer" when he/she make the sales decision. Tenacity and planning are a lot more important than eloquence! Here is another example of why repeated exposure is important. How many times a day do you see or hear about Coca-Cola or McDonalds or Pepsi I know there is actually a statistic somewhere on this but I'm betting it's within the dozens or higher per merchandiser. You hear Coke ads, you see them on billboards, you see them in magazines, on TV, on radio, and on and on. Why You already know you like Coke. You already know where to buy it. You already know the cost or nearly so. Why does Coke pay millions per month in advertising costs One particular purpose and one cause only: To keep Coke on your mind as often as possible so you will be much more likely to crave it and therefore buy it. They want you to believe of Coke as often as humanly possible! You should consider marketing and advertising your products or services to your buying prospects the same way. It's war out there exactly where everyone is vying for a part of the consumers mind. You don't have to play dirty to win but you MUST play the game HARD consistently, persistently and with the utmost determination to succeed. That means getting your message in front in the prospect repeatedly more than the course of time from your initial introduction to him until he tells you to stop sending information. This may seem drastic, but who will be sending your prospect information if you are not Guaranteed it will be someone else who will be there when the time is right for the prospect and you will have lost a sale because you failed to continually stay in the prospects face. "I don't have the time to accomplish that!" you say. "YOU MUST" I say! You can either do it manually with pencil and paper records. Or, you can do it with some sort of database reminder system. Or with a folder system either manual or electronic. Or, you can let technology do it for you! I vote for letting technology do it for me! 1 system that I use takes my prospect from the initial "Send Info" request through infinite Follow-ups! All automatically. That's correct! Automatically, out of my hands. The system just lets me know who requested info and when and it does the rest for me. (WARNING!!! The auto responder above has "Sales Letters" in it. "Oh my God! Not another report that markets someone else's products!" YES! It HAS to promote something for you personally to find out what a superb marketing system/campaign looks like. If you can not stomach seeing a marketing campaign for my item line or are afraid it might make you buy something, then do not click it. I have been accused of scamming folks when I put the above paragraphs in this article above so I wanted to warn you about what you are getting yourself indoctrinated ahead of time to let you opt out Brian Cushing Jersey of learning how specialist marketers do their marketing and advertising.) The result from that a/r sequence: Prospects call or email me; "I'm ready! Tell me what to complete next!" Read what one of the auto responder sites says about Follow-up: Q. How much would you expect to increase your sales if you produced 4 or far more follow-up e-mail communications A. 173% (E-Marketing Today). Q. If you doubled this communication rate, could you expect even greater returns A. Many buyers are showing increases of more than 400% My mentors think I'm a master salesman. WRONG! I'm a master educator and use systems to do it for me. I could never locate all the time and organization to Follow-up with hundreds of prospects like automated systems can. All I did was write the initial copy in the outgoing emails (actually, my mentors wrote some of them) and load them up into the system and told it how far apart to space the emails. BUT! Do not believe technology will do it all for you personally. You can close another 20% or a lot more of your contacts with personal speak to. Men and women buy "You" as much or a lot more than they buy a item or service. Personal contact makes you into a real person instead of a basic email address or Fax-On-Demand piece of paper. I most highly recommend calling your prospects. I do not care if you are great on the phone or not. Don't try to "sell" anything on the phone, don't make up a canned pitch like some insurance salesman or mortgage broker. Just strike up a conversation and see what concerns they have. Answer their concern(s) if you can or promise to get back to them via phone, fax or email with an answer. Always be polite and honest and you will be amazed at how many folks respond positively to you. Use others for three-ways until you get the hang of it. It will add an invaluable measure of achievement to your enterprise. Finally, you MUST have a excellent message, excellent item, excellent prices and a better deal than everyone else your consumer has seen. If you Follow-up religiously with crummy messages, poor grammar, writing that is not client-centered and benefit-focused, you will NOT see more sales no matter how many times you Follow-up. A lot of that "better deal" is YOU too but your written message must be powerful and totally client-centered. If you are not an excellent writer, uncover a seasoned copywriter to help you work up the hard-hitting pieces you will need. So, what are the rules here 1. Follow-up from 5 to 12 times to get in that 80% bracket. 2. Let technology do the Follow-up for you. 3. Call your prospects on the phone and make a friend. 4. Use client-centered, benefit-focused copy to get your message across. By the way, depending on what you are selling in products or services, almost everyone is actually a potential customer most likely, if not now, then within the future. Do you consider it makes sense to keep in speak to with them If you said YES, you are proper! How can you do that without pitching them in your product they do not want or need now a: Start a periodic ezine and Follow-up weekly with useful information! b: Have them read some with the articles on my site to determine if they are potential candidates: Remember; the fortune is within the Follow-up. Your accountant will adore you if you do Follow-up. You will be out of enterprise if you don't. Arian Foster Jersey Austin Collie Jersey Jermichael Finley Jersey |