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The Power of Following Up

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Today I want to talk about something I’ve been thinking a lot about lately.

Something I used to do a terrible job at, but have come to see the light, and am here to evangelize you on.

What I’m talking about is following up.

You see, most businesses out there are just bad at this (just like I used to be).

In fact, most are so bad that you could shine through the clutter and be recognized immediately if you only do a mediocre job at this.

And this is a huge competitive advantage.

Let me tell you a story of how I used to operate, and why it was extremely stupid of me.

More years than I’d like to admit ago, I was a stockbroker, and this was my sales method.

I’d call up people cold and try to get them to buy stock, over the phone. If they didn’t buy right then and there, I’d tear up the lead card and move on forever.

I also had a team of cold callers working for me, who would call up prospects cold and qualify them, asking a few questions of the prospect to determine if they were worth following up with. I’d then have the prospects mailed a brochure and letter saying I’d be calling them in the future with a recommendation.

Now here was mistake number one: I’d be sporadic in mailing that letter out. In all honesty I should have mailed that letter out that very day my caller qualified the person, and I probably should have sent that letter overnight, so they received it quickly.

That’s one of the hugest mistakes I see businesses make.

They let their leads get cold.

And that’s amazing stupid!

The second mistake I’d make would be to call the newly qualified lead only once.

Either they’d buy or they wouldn’t.

Dumb. Dumb. Dumb.

You see, most people aren’t going to buy what you have to offer after one “touch.” They won’t buy—for the most part—after two “touches” either. On average, it takes 7 touches to get the prospect to even take notice, and I’ve heard as high as 8.4 touches to get in front of the average decision maker.

Just think of all the money that was left on the table by not making those touches.

Never mind the money wasted paying cold callers to generate qualified leads that were just discarded after not buying on the first call.

The question is this…

Are you following up with you prospects, leads, and clients? Odds are you’re not doing enough. But this is easily fixed and you’d be amazed at the competitive advantage you’ll give yourself.

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The Power of Following Up

  1. 1. The Powerof Following Up
  2. 2. The Power of Following Up Today we’re going to talk about something I’ve been thinking a lot about lately.
  3. 3. The Power of Following Up Something I used to do a terrible job at, but have since come to see the light, and am here to evangelize you on.
  4. 4. The Power of Following Up What I’m talking about is following up.
  5. 5. The Power of Following Up You see, most businesses out there are just terrible at this (just like I used to be).
  6. 6. The Power of Following Up In fact, most are so bad that you could shine through the clutter and be recognized immediately if you only do a mediocre job at this.
  7. 7. The Power of Following Up And this is a huge competitive advantage.
  8. 8. The Power of Following Up Let me tell you a story of how I used to operate, and why it was extremely stupid of me.
  9. 9. The Power of Following Up More years than I’d like to admit ago, I was a stockbroker…
  10. 10. The Power of Following Up and this was my sales method:
  11. 11. The Power of Following Up I’d call up people cold and try to get them to buy stock, over the phone. If they didn’t buy right then and there, I’d tear up the lead card and move on forever.
  12. 12. The Power of Following Up I also had a team of cold callers working for me, who would call up prospects cold and qualify them…
  13. 13. The Power of Following Up asking a few questions of the prospect to determine if they were worth following up with.
  14. 14. The Power of Following Up I’d then have the prospects mailed a brochure and letter saying I’d be calling them in the future with a recommendation.
  15. 15. The Power of Following Up Now here was mistake number one:
  16. 16. The Power of Following Up I’d be sporadic in mailing that letter out.
  17. 17. The Power of Following Up In all honesty I should have mailed that letter out that very day my caller qualified the person, and I probably should have sent that letter overnight, so they received it quickly.
  18. 18. The Power of Following Up That’s one of the hugest mistakes I see businesses make.
  19. 19. The Power of Following Up They let their leads get cold.
  20. 20. The Power of Following Up And that’s amazing stupid!
  21. 21. The Power of Following Up The second mistake I’d make would be to call the newly qualified lead only once.
  22. 22. The Power of Following Up Either they’d buy or they wouldn’t.
  23. 23. The Power of Following Up Dumb. Dumb. Dumb.
  24. 24. The Power of Following Up You see, most people aren’t going to buy what you have to offer after one “touch.”
  25. 25. The Power of Following Up They won’t buy—for the most part—after two “touches” either.
  26. 26. The Power of Following Up On average, it takes 7 touches to get the prospect to even take notice, and I’ve heard as high as 8.4 touches to get in front of the average decision maker.
  27. 27. The Power of Following Up Just think of all the money that was left on the table by not making those touches.
  28. 28. The Power of Following Up Never mind the money wasted paying cold callers to generate qualified leads that were just discarded after not buying on the first call.
  29. 29. The Power of Following Up The question is this…
  30. 30. The Power of Following Up Are you following up with you prospects, leads, and clients?
  31. 31. The Power of Following Up Because odds are… you’re not doing enough.
  32. 32. The Power of Following Up But this is easily fixed and you’d be amazed at the competitive advantage you’ll give yourself.
  33. 33. The Power of Following Up Just by starting to follow up!
  34. 34. The Power of Following Up Until next time, Kevin Oefelein
  35. 35. The Power of Following Up P.S. Get three months of the “Marketing Made Easy” Newsletter absolutely free. Just go to the link below:
  36. 36. The Power of Following Up Get Your Free CD & Report 4 Steps to Grow Your Business Exponentially Just go to KevinOffline.com

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