Dreamteam training follow-up
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Dreamteam training follow-up Presentation Transcript

  • 1. The Fortune is in the Follow-UpMaximizing Effectiveness in Your Rodan + Fields Business What every consultant needs to know about following through… © Team Dreamatology Training Guide
  • 2. Statistically Speaking.. Simple Follow-Up Works in Your Favor8% of sales people never follow up with a prospect25% of sales people make a second contact and stop12% of sales people make more than three contacts2% of sales are made on the first contact3% of sales are made on the second contact5% of sales are made on the third contact10% of sales are made on the fourth contact80% of sales are made on the fifth to twelfth contactCreating and using a follow up system is a guaranteed way to grow yourbusiness. In fact with less than 52% of all sales people following up withtheir prospects you will not only grow your business but you will stand outamongst your peers. And remember 80% of sales are made in the fifth totwelfth contact if you are in a market with heavy competition you literallyeliminate your competitors by simply following up. © Team Dreamatology Training Guide
  • 3. The Nature of Our SystemWhy Follow-Up Should beEasy and Fun!1. We are paid storytellers and our story, the company’s story is constantly changing, so we need to go back and update the people we’ve talked to.2. We’re problem solvers! We help people with their skin issues and introduce the Drs. as a possible solution to other issues they need solutions for!3. We’re great interviewers! We ask lots of questions and we care about other people and what’s going on in their lives! © Team Dreamatology Training Guide
  • 4. Counter-Productive Follow-UpWe don’t follow up past 1 or 2 timesWe take it too personally  Give them the benefit of the doubt  Remove negative thinking from the equationWe don’t have enough people on our list, in our funnel  Feel as if you’re swimming in leadsWe close too fast…We don’t ask questions and take a genuine interest in themWe let them take control of the conversation  Get their digits, not the other way around  You leave a message and ask them to call you back  Give them homework © Team Dreamatology Training Guide
  • 5. Think about Follow-Up Differently… FOLLOW-UP vs. FOLLOW-THROUGH You’re not going for the sale, you’re going for the TRUTH You’re building relationships that have long-term value Asking permission to take the conversation forward… Follow-up is an opportunity to learn more about them…After all it was Dale Carnegie who said, "You can make more friends in two months bybecoming interested in other people than you can in two years trying to get people interestedin you." © Team Dreamatology Training Guide
  • 6. The Power of “Because”  I’m calling to see what your thoughts are because I respect your because I respect your business acumen…  Does that idea sound like something you’re interested in, because it seems to fit your desire for more freedom…  What if we look over the Fast Start program, because I think when you see our Fast Start program, you’ll want to think again about timing and reaching your goals  Shall we visit tomorrow while it’s fresh? Review my websites/listen to the call, write down all your questions and we’ll review them together?  What if I could show you a way, because we’re seeing this level of success duplicate so consistently… ?A well-known principle of human behavior says that when we asksomeone to do us a favor we will be more successful if we providea reason. © Team Dreamatology Training Guide
  • 7. Effective Follow-Up StrategiesYou are the Tour Guide, theMessenger, not the Message•24 Hour Follow-Up Rule•Sync with their communication style•Polite, persistent and consistent•Set Appointments 24-48 hours apart•Don’t try to close them on first exposure.•Give them a little time to get their questions answered•Remember, it’s a process, not an event! © Team Dreamatology Training Guide
  • 8. Ain’t That the Truth…. © Team Dreamatology Training Guide
  • 9. © Team Dreamatology Training Guide
  • 10. 22 Wonderful Ways to Follow Up © Team Dreamatology Training Guide
  • 11. Easy: Email Signature It’s a 24.7 passive follow-up for your business… a virtual follow-up to any outreach you do… Professional, informative with a story! © Team Dreamatology Training Guide
  • 12. Easy: Before &Afters Help the Client Visualize Themselves Using the Products … Because you told me about your son’s acne, I thought I would share… © Team Dreamatology Training Guide
  • 13. Easy: The Solution Tool4 Ways to Leverage the Solution Tool:1. Email a link to everyone who couldn’t attend your BBL with a note that reads, “So sorry you couldn’t make it, but…”2. Create a Facebook Promo “The first 5 people to try the Solution Tool and email their results gets a FREE Microderm Treatment”3. Call a friend and tell them about a cool new feature of your website and can you see what it recommends for them? Over the phone fill, out the questionnaire and email the results to them.4. Tweet, email with a note that reads, “Free Visit to the Dermatologist and Free Sample Today Only” © Team Dreamatology Training Guide
  • 14. Intermediate: iStart: FREE iPad23 Ways to Follow-Up Involving the iPad2 Program1. Tell every prospect that’s in your funnel (and revisit your funnel) that we’re giving away free iPad2s and ask if the latest tools and technology would be appealing in running their own business.2. Send them a link to your solution tool with a Email headline that reads, “Great skin, there’s an app for that!”3. Send an “Last call for an iPad2” notice via email, phone and Facebook. © Team Dreamatology Training Guide
  • 15. BBL Follow-UpTips and Strategies that Boost VolumeThe Assumptive Follow-Up!(you meant to be there/you meant to buy… but I’m reaching out because…)1. Positive follow-up call to convey what they missed and ask if they have any questions about your new business, your new products…2. Extend your “special offer” as a courtesy because we’re friends…3. Extend your give-back, because we want to raise more money for XYZ…4. Offer a personal consult because you can help fit into their business schedule…5. Create urgency. It’s month-end, you may want to get in on this because and I’m putting in my “gift with purchase orders”6. I wished you could have been there because we had so much fun….7. Did you want to take advantage of the holiday special. I heard you mention it’s been a hectic semester and I’d like to help you out..8. It’s okay, because I have two more events scheduled… which is more convenient for you? © Team Dreamatology Training Guide
  • 16. Email, Facebook, Twitter, Oh My! What is the Best Method to Follow-Up and Reach Out? 1. Favorite: Facebook chat + phone call… great event last night, you were missed… I’m extending my GWP, so I’ll give you a ring today because I know you were looking for something.. 2. Most Effective: Quick call to share the event highlights and invite to the next event 3. Least Effective: Email 4. Long-Term Impact: Drip File…
  • 17. After a Three-Way Call2 Ways to Follow-Up After aThree-Way Call:1. Now that you’ve heard from Maryann, where does your interest lie?2. On a scale of 1 to 10, where is your interest? Let’s set a time to get you on board! Better yet, it takes minutes, do you have time right now? You’ll have your product by the 2nd and off and running in time for the holidays. © Team Dreamatology Training Guide
  • 18. Questions that Beg Follow-Up! When you wash your face, how do you know it feels clean?  Are you a morning and night kind of person when it come to washing your face?  What do you use now?  Have you always had great/problem skin?  What change have you noticed in your skin the last 5 years?  Is it just your face, or have you noticed changes in your hands, your lips?  Do you read the beauty press?  Would it be okay, if I kept you in my contact list for news, research and product innovations?
  • 19. Summary Persistence Pays Off Connect with People Questions Lead to Understanding Control the Process and Build Upon the Story Use Language that’s Designed for Them Be Creative Follow-Up is all Around You!