Archive for 2015

Are You In the Elite 10%?

Did you know that: 48% of sales people never follow up80% of sales are made between the 5th & 12th contact10% of sales people make 3 or more These statistics are startling and eye opening.  Let’s talk about each one: Based on the work that I do, I believe that more than 48% of sales people never follow up.  One big reason is business card build up.  If you don’t know what this is, it’s other people’s business cards sitting on your desk that you’ve done nothing with.  This is such a common problem among business people.  This stack indicates that you most likely haven’t taken follow up action.  I’m going to challenge you to stop going to events, connecting →

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3 Follow Up Strategies

In general, most people struggle with their follow up responsibilities.  I’m going to share 3 strategies that when implemented, will improve your follow up efforts immediately: Strategy #1 – Mindset ShiftIf you’re not getting your follow up work done on a consistent basis, your mindset may be causing you to avoid this very important work.  Follow up for most people is a very heavy “to do”.  If this is you, I’m going to ask you to change your mindset.  I no longer want you to look at follow up as heavy “to do”.   Instead, I want you to look at it as opportunity.  When you have a lot of follow up work to do, that means you have a lot →

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Do You Quit?

Did you know that: 80% of sales are made between the 5th & 12th Only 10% of sales people make 3 or more contacts Another way of looking at the latter statistic is 90% of sales people follow up twice with a prospect and then quit.  If you’re only making two contacts and 80% of sales are made between the 5th and 12th contact, you’re walking away from business and leaving it for someone else to get when the prospect is ready. The primary reason why 90% quit after two tries is…they assume the prospect isn’t interested.  If you make this assumption, you are in essence making the buying decision for the prospect.  You’re also pulling yourself “out of the →

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Who Are Your Top 3?

Who is your top client, top prospect and top referral source? If you’re not sure who your top 3 are, you can determine them by dollars transacted or number of transactions closed. If you’ve heard me speak or read my book, you know that I call your top the crème de la crème. These are very important people and you need to take care of them. If you don’t, they will be open prey for your competitors.  How do you take care of them?  By following up, staying in touch and showing appreciation. My challenge to you today is to follow up with your top 3. You can follow up to see if they’re ready to do business or need →

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How’s Your Reminder System Working?

If a prospect tells you he’ll be ready to do business with you in two months and asks you to call him at that time… how will you remember to make that call? Do you have a reminder system? If you do, you won’t miss out on future business. If you don’t, you’ll leave business on the table for a competitor. One of the key components to being good at follow up is using your CRM / database reminder system. Warning: Don’t rely on your memory. Life is busy and sometimes it’s hard to remember what needs to be done tomorrow, let alone any time beyond that. Having an automated reminder system will bring you peace of mind because you →

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Do You Say Thank You?

You might be thinking what does saying thank you have to do with follow up?  A common misconception is that follow up only happens on the prospecting side.  However, it goes way beyond that.  It’s imperative to take care of your relationships and show appreciation after business has been closed and/or a referral has been transacted.  One very simple way to do that is by saying thank you which is an expression of appreciation.  When your prospects, clients and referral sources feel appreciated, you are creating loyalty.  A loyal following is ripe ground for more business and/or referrals.  Saying thank you is a common courtesy we were taught as children. My oh my, how that courtesy has gone by the →

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