If you aren’t closing enough or you have plateaued, there is one thing I guarantee will turn it around. You need to rev up your follow-up skills.
Converting unsold leads into deals is the secret to how great salespeople got there. Here are some of my top strategies to get YOU to the top of the game…
UNBEATABLE Methods to MAXIMIZE Your Follow-Up Skills
If your follow-up skills are weak, don’t feel bad…
AT LEAST YOU’RE DOING IT AT ALL!
Statistics show that 48% of salespeople never follow up…
As you can see, very few sales are made during your first interaction with a prospect. For that reason, your follow-up needs to be strong to be successful in this profession.
So before you start prospecting for more people to sell to, let’s start collecting revenue from those who already know you…
Provide Information Overload DURING & AFTER the Pitch
A way to instantly level up your follow-up skills is to not even wait for the initial contact to end before you start…
During the conversation, you will ask the customer for their cell phone number so you can send them some information.
This information can be:
- Prices of different models or packages
- Photos of the product
- Links to reviews, etc.
BY TEXTING THE BUYER INFORMATION DURING THE PITCH, YOU INCREASE YOUR CHANCES OF CLOSING THEM 40 TIMES.
Then, you are going to contact them again three times within one hour of the conversation ending.
First and foremost should be a “thank you” for their time via text or email — preferably by text message.
The following two contacts are up to you. Get creative and make them relevant to any data you gathered during your interaction with the client.
It can be news articles related to your product or their interests…
An invitation to lunch or company event…
Or, an applicable social media post.
This sounds like a lot, but persistence is what it takes to make anything happen in this world.
With that in mind, let’s talk about what to do once you’ve been following up with someone for a long time…
Add this Magic Phrase
I’m going to be completely honest with you…
THERE ARE CLIENTS I HAVE HAD TO CHASE FOR AS LONG AS SEVERAL YEARS!
However, those have turned out to be some of my most long-lasting and profitable business relationships. And, I would have missed out on these huge opportunities without an arsenal of follow-up skills.
But what do you do when you’ve been pursuing a client for months and months and the guy won’t even give you a call back? You gotta lay something really smooth on them…
“YOU SEE HOW HARD I’M WILLING TO WORK TO EARN YOUR BUSINESS. IMAGINE HOW HARD I WILL WORK TO KEEP IT.”
Add this to your other follow-up methods — voicemail, text, etc. — and usually, this prospect will at least respond.
But only use this when you’ve exhausted all your other resources. Otherwise, it will have no power and be disingenuine.
Still, what do you do if you are worried about not having enough follow-up skills to get to this point, to begin with?
More Advanced Follow-Up Skills
At this point, you can see how important it follow-up material is to your sales career. Unfortunately, companies don’t focus on this aspect of the sales process enough even if they have training in place…
Because of this, I added a full course on follow-up skills on my Cardone University training platform. I go over everything from the basics to advanced techniques for the entire subject of selling.
You can get more information about it here.
No matter how you learn them, you need creative and varied follow-up skills if you want to make sales your profession. Use the tips in this article alone and you’ll be miles ahead of the crowd.
Be Great,
Grant Cardone
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