http://kevinoefelein.com 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.

1. The Power
of Following
Up

2. The Power of Following Up
Today we’re going to talk
about something I’ve been
thinking a lot about lately.

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. The Power of Following Up
What I’m talking about is
following up.

5. The Power of Following Up
You see, most businesses out
there are just terrible at this
(just like I used to be).

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. The Power of Following Up
And this is a huge competitive
advantage.

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. The Power of Following Up
More years than I’d like to
admit ago, I was a
stockbroker…

10. The Power of Following Up
and this was my sales method:

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. 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. The Power of Following Up
asking a few questions of the
prospect to determine if they
were worth following up with.

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. The Power of Following Up
Now here was mistake number
one:

16. The Power of Following Up
I’d be sporadic in mailing that
letter out.

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. The Power of Following Up
That’s one of the hugest
mistakes I see businesses
make.

19. The Power of Following Up
They let their leads get cold.

20. The Power of Following Up
And that’s amazing stupid!

21. The Power of Following Up
The second mistake I’d make
would be to call the newly
qualified lead only once.

22. The Power of Following Up
Either they’d buy or they
wouldn’t.

23. The Power of Following Up
Dumb. Dumb. Dumb.

24. The Power of Following Up
You see, most people aren’t
going to buy what you have to
offer after one “touch.”

25. The Power of Following Up
They won’t buy—for the most
part—after two “touches”
either.

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

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. The Power of Following Up
The question is this…

30. The Power of Following Up
Are you following up with you
prospects, leads, and clients?

31. The Power of Following Up
Because odds are… you’re not
doing enough.

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. The Power of Following Up
Just by starting to follow up!

34. The Power of Following Up
Until next time,
Kevin Oefelein

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. The Power of Following Up
Get Your Free CD & Report
4 Steps to Grow
Your Business
Exponentially
Just go to
KevinOffline.com