Keep It Positive

“Quality performance starts with a positive attitude.” -Jeffrey Gitomer There can be a lot of negativity attached to following up. When following up shift your attitude towards positivity. Focus on getting the business and not a negative outcome. While a negative outcome is a possibility it will be much easier to take with a positive attitude. If the result is negative, just say to yourself “next”.

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Is it a Priority?

We are officially on the home stretch of 2017.    My question:    Is follow up a priority?      It’s very easy work not to do, but the consequences result in lost sales and lost business.  So how do you make follow up a priority?  By putting it at the top of your list.    Here’s my challenge.  For the rest of the year, I want you to get your follow up work done first thing in the morning (not so early that you can’t make calls).   If you do this every working day for the rest of the year, my prediction is you will greatly improve your year end results.    Good luck!     

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Are You In The Game?

How you think when a prospect isn’t responding will determine if you “stay in the game”. 80% of sales are made between the 5th and 12th contact. Just because prospects don’t respond when you want them to is not a reason to get discouraged and give up. Stay in the game and keep following up!  

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Are You On Track?

I have no doubt you had a plan in January to increase your 2017 sales.  With the 1st quarter now behind us; 1/4th of the year gone; are you on track with your sales goals?   My hope for you is that you are.  If you’re not, it’s time to buckle down and re-commit.  One sure way to re-commit is to start following up without fail.    Let me simplify it for you….if you’re not following up, you’re losing business.  Please make the call, send the email, text or private message.  Don’t let another day go by that you’re not following up.   The days will turn into months and before you know it, another quarter will be behind you which means 1/2 →

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Are Cards in Your Follow Up Tool Box?

Cards are a “must have” in the follow up tool box.  They are a great way to follow up and stay in touch with your clients, prospects, referral sources and anyone else that’s important to you. There are many reasons to send a card: Nice to meet you Thank you for your business Thank you for your referral Thank you for your time Happy Birthday Happy Holidays Congratulations Sympathy  These are the kind of touches that create loyalty which result in more business and stronger relationships. Sending handwritten notes is a lost art.  If you are in the minority that makes these important gestures, you stand head and shoulders above the crowd because so few people take the time to →

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Go Back

Did you know that one sure way to increase your bottom line and customer base is to go back to the customers who have already done business with you.  There’s a good chance they may need more of your services or products and if they don’t they may know someone who does.  Existing customers are a great source of new business whether it’s from them directly or from a referral.  Unfortunately what happens too often is once business has been transacted, the relationship gets dropped, forgotten about or neglected because the salesperson is off looking for their next new lead, prospect, customer.  Don’t forget about your customer relationships.  Continue to invest in them.  They’re a great resource for you. My →

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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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