the conversations blog

up-to-the-minute communication buzz in one place

Follow-Up 101

By: Grace Child Sunday September 13, 2015 comments

It’s almost Fall, the kids are back to school and you’re scouting out new networking groups or jumping back into your tried and trues. You have enjoyed a fun filled summer with family and friends. We are getting in towards the end of the 3rd quarter and it’s time to start filling that sales pipeline for the remainder of the year.

Are you looking forward to meeting new people? Where are you going to keep track of all the new people you meet? Will business and/or friendship come of them? Do you have a written out plan to keep in touch with all of the awesome people you are going to meet? We hope you are out meeting new people this season, but we even more so hope that you have a proven strategy behind your networking efforts.

Having an 8 touch follow-p strategy is key to developing and maintaining the relationships you start. There are many ways to handle following up with people you meet. Did you know that most people do not make it past 2 or 3 follow-up “touches”? We teach an 8 touch follow up strategy. Why? Because 80% of conversions happen at the 5th touch point. What does your follow up strategy look like? Here are a few tips on how to rock your follow up strategy, every time:

Multiple forms of communication: We all know the person whose answering machine is always full, or the person who doesn’t have their email address on their business card. Most people have a preferred form of contact. It is good practice to start asking the people you meet what form of contact is best for them. They will appreciate you asking and will result in a good start to a trusting relationship.

Dust off your sales process: Before every great follow up strategy you must have a clear, written out sales process. Having a sales process allows for you to have a “next step” in each process of your follow-up. This “next step” we speak of is simply the next step in your sales process. You may have heard us talk about the 90/10 rule. The 10% is your invitation the next step in your sales process. Let’s brush up on your knowledge of the 90/10 rule…

90/10 rule: 90% of the messaging in every “touch” of your follow-up strategy should be educational, resourceful information. Give your prospect something they will generally care about opening and reading. This will posture you as the person that gives back and adds value to relationships. The 10% of what you say is your “next step” in your sales process. For example, our “next step” is a 30 minute Powwow. This is a meeting to focus solely on the prospect to let us know their pain points and how we may help. This meeting is a buffer meeting between the initial “get to know you” one to one and the sales meeting. DO NOT push a sale in the initial one to one meeting. This is the time to truly get to know the other person.

We hope that you are in looking forward to meeting new people and are feeling a little more comfortable with your follow up! As always we are here to bounce ideas off of and help you with all of your processes. Comment on this blog or catch us on Facebook www.facebook.com/crconversations Happy connecting, friends.

Here for you,

Grace

Grace Child

About the Author: Grace Child





Archives


Subscribe

rss