no more follow up failure in networking or sales
DESCRIPTION
A popular request presentation with an overview of the follow-up plan to yield more sales without one more networking or sales call, covered in the book at http://www.followupwithcare.comTRANSCRIPT
Networking F
ailure?
No more excuse
s!
Top 5 Networking Mistakes
1.1. Letting limiting beliefs freeze youLetting limiting beliefs freeze you
2.2. Having the wrong focusHaving the wrong focus
3.3. Weak or no agreement for a next call or contactWeak or no agreement for a next call or contact
4.4. Trying to have it all YOUR wayTrying to have it all YOUR way
5.5. Corrupted connectionsCorrupted connections
Patricia Weber 2Get the Kindle version: http://www.amazon.com/author/patriciaweber
Follow-up is like a bridgeJust do itJust do it
Take cues from you contactTake cues from you contact
Have a systemHave a system
Follow-up using your prospect’s Follow-up using your prospect’s preferencepreference
Keep renewing your relationshipKeep renewing your relationship
Patricia Weber 3Get the Kindle version: http://www.amazon.com/author/patriciaweber
Persistently
with a seri
es of planne
d activities
.
I would do i
t if but I a
m too busy w
ith other th
ings.
It’s a hit a
nd miss proc
ess.
I feel like
I am botheri
ng people so
tend to not
do it.
Know your
follow-up
modus
operandi
Patricia Weber 4Get the Kindle version: http://www.amazon.com/author/patriciaweber
Follow-up Failures
Not accepting your responsibilityNot accepting your responsibility
What you don’t follow-up with…can easily go What you don’t follow-up with…can easily go to to your competitorsyour competitors
80% of sales people (whatever you call yourself) 80% of sales people (whatever you call yourself) stop between the 1stop between the 1stst and … and …
80% of sales are after 580% of sales are after 5thth or more contacts or more contacts
Patricia Weber 5Get the Kindle version: http://www.amazon.com/author/patriciaweber
From 24 hours to 120 days1.Fulfill your obligation2.Make your follow-up relational3.Pace your customers decision making style
4.Communicate in your customer’s preferred mode
5.PCVa. Personal messageb. Call to actionc. Value added
Patricia Weber 6Get the Kindle version: http://www.amazon.com/author/patriciaweber
Have a plan
Hot and warm leads
Call or email within 24 hours & get into follow-up system.
Cool leads
Call or email within 24 hours and add to contacts only.
No lead You
decide.
Patricia Weber 7Get the Kindle version: http://www.amazon.com/author/patriciaweber
After 30 days adjust
Reclassify to hot and cooler
Continue through to 12 contacts for remaining hot leads.
Warm leads added to cool campaign
Now warm and cool leads are in your database as contacts only.
Patricia Weber 8Get the Kindle version: http://www.amazon.com/author/patriciaweber
Remember: get the eBook and other goodieshttp://amazon.com/author/patriciaweber
Blogging Blogging http://www.patricia-weber.com
Patricia Weber, your Personal Energy Source, Patricia Weber, your Personal Energy Source, inspiring and supporting introverts and baby inspiring and supporting introverts and baby boomers to access more energy to live life boomers to access more energy to live life at full throttleat full throttle
Contact at Contact at [email protected] Weber 9Get the Kindle version:
http://www.amazon.com/author/patriciaweber