The document discusses best practices for following up with sales leads. It recommends following up at least 6 times to have a 93% chance of connecting. Follow ups should add value by sharing ideas, insights, or asking questions rather than just checking in. The tone and channel of follow ups also matters - phone calls need a friendly tone while emails can confirm information or share content. Following up in different ways over multiple channels increases the chance of making a sale.

1. FANatical
Follow-Up
Presented By: Meredith Oliver | CreatingWOW.com | @CreatingWOW

2. +
Meet Buyer 2.0

3. +
Don’t Talk To Me vs. Pay Me Attention

4. +
It’s All About Me

8. The Follow-Up
48% - NEVER Follow-Up
25% - Make 2 Contacts
12% - Make 3 Contacts

9. +
The Law of Top of Mind Dominance
n 2% sales made first contact
n 3% sales made second contact
n 5% sales made third contact
n 10% sales made fourth contact
n 80% sales made the fifth to
twelfth contact
FollowUpSuccess.com

10. The FANatical Sales Process
Attract
Engage
Convert
WOW!

11. Follow-Up More Than Once

12. +
Follow-Up More Than Once
n 39% chance of connecting on first call
n 93% chance of connecting on sixth attempt
n Recommend six follow-up attempts
n One-on-one follow-up emails
n Drip campaign in your CRM
@CreatingWOW

13. +
My Reason For Calling…

14. +
Follow-Up Lead In Lines
n I thought of a few things that might
help you decide…
n Something new has occurred that I
thought you would like to know
about…
n There has been a change…

15. +
Follow-Up Lead In Lines
n I was thinking of you and called
to tell you about…
n I shouldn’t be saying this but…
n We aren’t telling public yet…

16. Stop Checking In &
Start Adding Value
@CreatingWOW

17. +
Share Idea or Insight

18. +
“We talked about the next
steps in your move so I
thought I would share our
online moving timeline…”
Share an Idea/Insight

19. +
Solve a Problem

20. +
“You mentioned a
concern about your mom
being able to unpack…”
Solve a Problem

21. + Ask a Question

22. +
“Are you looking for a
portable or moving
container solution for your
corporate relocations?”
Ask a Question

23. Recap the Game

24. +
Recap The Game
What did they like?
n See
n Hear
n Touch
n Feel
@CreatingWOW

25. +
Tone Matters
n Friendly
n Enthusiastic
n Expert
n Conversational
@CreatingWOW

26. Write Like
You Talk
@CreatingWOW

27. Can They Hear
Your Smile?
@CreatingWOW

28. +
Change the Channel

29. Telephone = Tone Matters

30. #TheFanFactor
Email/Social = Confirm or Share

31. Texting = Confirmation

32. Mail = Personal, Thoughtful

33. “You will be the same person
in five years as you are today
except for the people you
meet and the books you read.”
~Charlie Tremendous Jones