Ask	  your	  ques+ons	  via	  Twi2er	    	  Tweet:	  @datadotcom	  #jigsawcontacts	  Or	  in	  the	  Ques+on’s	  box	  on...
A day in the life of your      prospect….
Principle #1Follow up or fail
2% of sales are made on the 1st attempt3% of sales are made on the 2nd attempt5% of sales are made on the 3rd attempt10% o...
46% of reps give up after 1st attempt        22% abort after 2nd unsuccessful attempt        14% never get past the 3rd tr...
Follow up? Email             Dimensional mailing Phone             FedEx / UPS / courier Letter            Telegram ...
Tip   Short notesyield long results
Principle #2Plan your workWork your plan!
2% of sales are made on the 1st attempt3% of sales are made on the 2nd attempt5% of sales are made on the 3rd attempt10% o...
Attempt   When   How        What   1      3/4    Email      Intro, value prop, appt   2      3/14   Phone      Interesting...
Principle #3   ABC
Get agreements early!I spend a lot of my time helping clients just likeyou and I know how busy your calendar gets.Why don’...
Get agreements early!I feel like we’ve accomplished everything weset out to accomplish. How would you liketo see us move f...
Get agreements early!What do I need to spend more time on beforeyou’re ready to take the next step?
Principle #4Kick your hopeium habit!
Would you like me to go ahead andput together a proposal?I sense that putting together aproposal is still premature. What ...
Are we still on track to get theagreement signed this month?It looks like we’re not going to get asigned agreement this mo...
Is this a good time to talk?Is this a bad time to talk?
Hopieum habit… Look for positive responses Are biased by what you “hope” to hear Make it difficult to share bad news Creat...
Principle #5Know how to say  “goodbye!”
Dear John,I haven’t heard anything back from you so I’m assuming yourinterest might be slipping. Wanted to demonstrate my ...
Dear John,I might be dating myself but Im hoping you will remember the1981 hit song from the Clash titled "Should I Stay o...
Principle #1Follow up or fail
Principle #2Plan your workWork your plan!
Principle #3   ABC
Principle #4Kick your hopeium habit!
Principle #5Know how to say  “goodbye!”
Anatomy of a Lousy Pitch    The 10 Worse Presentation Habits          & How to Avoid Them•  full color workbook & mp3 file...
Ideas for staying in touch…       214-369-7722    www.timwackel.com   twitter.com/timwackel linkedin.com/in/timwackel
Find	  us	  any+me:	           	  @datadotcom        	  	  	  h2p://data.com/facebook	  	  
When Prospects Go Silent - Creating Follow Up Campaigns that Work! by @timwackel for @datadotcom
When Prospects Go Silent - Creating Follow Up Campaigns that Work! by @timwackel for @datadotcom
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When Prospects Go Silent - Creating Follow Up Campaigns that Work! by @timwackel for @datadotcom

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Many sales professionals have never been taught how to conduct an effective follow up campaign. They either push too hard and quickly become a pest, or they wait patiently thinking “interested” prospects will respond to their requests. To be successful in selling today, you have to master the art of follow up. Knowing how (and when) to stay in touch with suspects, prospects and customers sets you apart and pays dividends over your entire career. In today’s busy world, if you’re out of sight, you’re probably out of mind!

When Prospects Go Silent helps sales professionals learn how to:
- Win the battle for mind share with ten sure fire ways to stay in touch
- Develop campaigns that demonstrate persistence without becoming a pest
- Re-engage those prospects who have started to ignore you
- Jumpstart your own campaigns by leveraging Tim’s templates and scripts
- Make it easier for the prospect to tell you “no” early in the sales cycle
- Say “goodbye” in a professional way that brings them running back!

Presented by Tim Wackel, the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life.

Published in: Business, Technology

When Prospects Go Silent - Creating Follow Up Campaigns that Work! by @timwackel for @datadotcom

  1. 1.  Ask  your  ques+ons  via  Twi2er    Tweet:  @datadotcom  #jigsawcontacts  Or  in  the  Ques+on’s  box  on  your  screen  
  2. 2. A day in the life of your prospect….
  3. 3. Principle #1Follow up or fail
  4. 4. 2% of sales are made on the 1st attempt3% of sales are made on the 2nd attempt5% of sales are made on the 3rd attempt10% of sales are made on the 4th attempt80% of sales are made after the 5th attempt
  5. 5. 46% of reps give up after 1st attempt 22% abort after 2nd unsuccessful attempt 14% never get past the 3rd try 82%Research firm PLC
  6. 6. Follow up? Email  Dimensional mailing Phone  FedEx / UPS / courier Letter  Telegram (americantelegram.com) GoToMeeting  Unusual item Certified mail  Handwritten note
  7. 7. Tip Short notesyield long results
  8. 8. Principle #2Plan your workWork your plan!
  9. 9. 2% of sales are made on the 1st attempt3% of sales are made on the 2nd attempt5% of sales are made on the 3rd attempt10% of sales are made on the 4th attempt80% of sales are made after the 5th attempt
  10. 10. Attempt When How What 1 3/4 Email Intro, value prop, appt 2 3/14 Phone Interesting stat – let’s talk 3 3/23 Package Sales tips booklet 4 4/4 Phone Can’t assume no 5 4/12 Postcard Are your reps persistent? 6 4/25 Email Should I stay or go? 7 5/9 Phone Wishing you all the best
  11. 11. Principle #3 ABC
  12. 12. Get agreements early!I spend a lot of my time helping clients just likeyou and I know how busy your calendar gets.Why don’t we minimize voicemail tag byscheduling our next conversation right now.It will save both of us some hassles andheadaches…. what looks good for you?
  13. 13. Get agreements early!I feel like we’ve accomplished everything weset out to accomplish. How would you liketo see us move forward?
  14. 14. Get agreements early!What do I need to spend more time on beforeyou’re ready to take the next step?
  15. 15. Principle #4Kick your hopeium habit!
  16. 16. Would you like me to go ahead andput together a proposal?I sense that putting together aproposal is still premature. What areyour thoughts?
  17. 17. Are we still on track to get theagreement signed this month?It looks like we’re not going to get asigned agreement this month. Canyou help me understand what Ishould have done differently?
  18. 18. Is this a good time to talk?Is this a bad time to talk?
  19. 19. Hopieum habit… Look for positive responses Are biased by what you “hope” to hear Make it difficult to share bad news Create more work for you!
  20. 20. Principle #5Know how to say “goodbye!”
  21. 21. Dear John,I haven’t heard anything back from you so I’m assuming yourinterest might be slipping. Wanted to demonstrate my persistencewithout becoming a pest!!!Here is a quick re-cap of what I’m trying to connect with you… (clear, concise, compelling value proposition goes here)Please just hit reply, type one of the following three numbers intoyour response and I’ll take it from there.#1. Thanks anyway Tim, but there isn’t any interest in movingforward – ever!#2. Glad you’re touching base. Please call me to start discussingspecifics#3. Timing isn’t right. Check back with me in a few months.
  22. 22. Dear John,I might be dating myself but Im hoping you will remember the1981 hit song from the Clash titled "Should I Stay or Should IGo?"And, that is the specific reason Im contacting you today. Ibelieve it’s a worthwhile investment for us to continue ourdialogue. Ultimately you get to decide if (and when) thatconversation happens.If I don’t hear anything back before the end of the month I’llassume you have absolutely no interest and will discontinuefurther attempts to bring you valuable ideas.
  23. 23. Principle #1Follow up or fail
  24. 24. Principle #2Plan your workWork your plan!
  25. 25. Principle #3 ABC
  26. 26. Principle #4Kick your hopeium habit!
  27. 27. Principle #5Know how to say “goodbye!”
  28. 28. Anatomy of a Lousy Pitch The 10 Worse Presentation Habits & How to Avoid Them•  full color workbook & mp3 file•  100% discount ($45 value)•  limited offer – look for email from tim@timwackel.com
  29. 29. Ideas for staying in touch… 214-369-7722 www.timwackel.com twitter.com/timwackel linkedin.com/in/timwackel
  30. 30. Find  us  any+me:    @datadotcom      h2p://data.com/facebook    

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