What scares you most in your business? Many Distributors say it is the follow up.
Did you know that:
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people make more than three contacts
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
We could talk about having a Follow UP system as that would absolutely help you avoid being part of the statistics. That, though, is not exactly the secret to making Follow Up easier. It is know your client!
What is just as important as a system is how you psychological approach your Follow Up time. Studies have shown that in stock market trading 90% of success is psychology and 10% is in technology. I believe this is the case in any type of sales. Your emotional state will determine your ability to follow up with your prospects. You should feel good enough about yourself to make that phone call. You should be in your zone where you can best influence the outcome of your conversation.
Follow up is about connecting with the person on the other end of the phone. It is about feeling confident, energetic, focused and committed to helping your prospect do what is right for them.
Follow up is about being in your prospects shoes. Understand their values, hopes and dreams. It is knowing your prospect. In Harvey MacKay’s book Swim With The Sharks Without Being Eaten Alive, Mr. MacKay shares 66 Question Customer Profile. The form helps you collect information so that you become a colleague of your prospect. They look forward to hearing from you because they feel you understand them.
Take the time to know who your prospects are. It will help compel you to make your follow up calls.
This strategy will give you the comfortable edge.
You can go for quantity and as the chips fall, statistically you will connect with someone that wants your product and is ready to buy now. The secret to your success is to increase your comfort level communicating with your prospects. It is to know them and to know what will influence them to buy from you.
How well do you know your customers? What is your secret to steady consistent follow up?