Mondays are a great day to forgive yourself of last week’s business sins, breathe new life into your business and nurture existing relationships as you prep for your SALES ACTIVITY for the week ahead.
I’ve said it before, and I’ll say it again. “FOLLOW-UP is the Achilles heel of the SALES PROCESS.” If you’re out there making a million connections, via face to face or Marketing/Social Media, and do nothing with the attention you receive then you’re wasting time and money. Sales is the heartbeat of your business, while Marketing is the window-shopping part of the experience. Use this easy plan and start converting prospects into clients.
1. MAKE A NEW CONNECTION/POTENTIAL BUSINESS
○ Attended an event last week and met new contacts? FOLLOW UP.
○ Received new leads / inquiries to work with you? FOLLOW UP.
2. WITHIN 24 (BUSINESS) HOURS FOLLOW UP WITH AN EMAIL
○ Emails should be emotionally provoking and genuine… use imagery and keep the text simple, engaging and to the point, while also personalizing the message; *That was so funny when you said…*; *I hope your meeting goes well with…* Don’t be afraid to show connection, it helps build the relationship.
○ Talk about how your business or product can be beneficial, and what that means to your potential client. Focus on benefits rather than features.
○ Use words like *WE, TOGETHER, TEAM, PARTNER* and other key words that create comfort and security in working with YOU. These terms create ownness.
○ Identify the next steps of the process. “I will call you tomorrow at 10am to discuss further.” It is okay to lead the relationship.
○ MAKE SURE TO CALL THE NEXT DAY AS PROMISED.
Monday: 1) Load new contacts into your database and prepare email. 2) Keep the number of activities palpable, keeping in mind that some of the days may overlap. *TIP* Ten per batch is the max for me, which allows me a minimum of forty total outbound calls per week.
Tuesday: 1) Send email to batch A. (If you’re sending to multiple contacts, send individually, DO NOT blind copy all).
Wednesday: 1) Phone call to follow-up on batch A emails. 2) Send out email to batch B.
Thursday: 1) If you left a voicemail for batch A, call back. 2) Phone call to follow-up on batch B. 3) Send out email to batch C.
Friday: 1. Last follow-up on voicemails for batch A. 2) Follow-up for voicemails made for batch B. 3) Phone call to follow-up batch C. 4) NO new emails today.
I hope this helps motivate you to be proactive and build your client base. The sales process can be intimidating, but with the right approach, process and perseverance it can lead to the rewards you deserve.
Image Credit: RUSHwahine