Bartosz Majewski, CSO @ RightHello, presentation from Online Marketing Marathon (www.marathon.marketing): Follow-up: turning leads into conversations

1. Follow-up: turning leads into
conversations +
Bartosz@righthello.com

2. Why listien for 40 minutes to Bartosz?
• CoFounder / Chief Sales Officer @RightHello.com
• 5.000.000$ + in deals done
• 100 months in sales
• Consultant - find me on linkedin
• Q&A session after the presentation
• English is not my native language. Be nice 

3. First things first:
If your client’s experience
sucked then no amount of
great follow ups that will save
you.

4. Right Channell to follow up – which to choose?
• Cellphone (calls/sms/voicemail)
• E-mail
• Office phones
• Skype
• Linkedin
• Facebook
• Snapchat
• Instagram direct message
Bartosz@righthello.com

5. Do you have another scenario you want to talk about? Ask me via chat!
Trade off: Time vs. Being personalized and detailed.

6. How to manage this trade-off?
• Be aware of it.
• The leads get more valuable over time
• Be more general in the beginning and more personal & detailed later
• The longer you work with a client the longer you can spend on follow ups
• Use data points when they appear for context (CRM!)
Bartosz@righthello.com

7. OK, example time.
Bartosz@righthello.com
Warning: Cops & Robbers / Cat & Mouse / Pick up lines
dynamics apply to everything here
Don’t use those follow ups. For your own good.

8. When they are unresponsive 3rd time
Bartosz@righthello.com

9. When they told us they like case studies, we
have 2 new ones and they are from Norway
Bartosz@righthello.com

10. Client told us to come back in january
Bartosz@righthello.com

11. When we know client develops games
Bartosz@righthello.com

12. When during a demo client was telling us how
innovation matters to them
Bartosz@righthello.com

13. When during the demo we found out they are
not the only one decision maker
Bartosz@righthello.com

14. When they told us that they don’t like e-mails
Bartosz@righthello.com

15. When we are running out of ideas
Bartosz@righthello.com

16. If everything fails it’s time for a break up…;(
Bartosz@righthello.com

17. You will forget everything.
1. What they told you on
demo?
2. Were they punctual?
3. Are they responsive?
4. What are they like and what
do they ask about?
If you will forget you won’t
have great follow ups. It is that
simple.

18. Example Cadence using multiple channells
Day 1:
• Call -> SMS / Voicemail
• E-mail (day 1)
• Call (after 4 hours)
Day 2:
• Call -> SMS
• E-mail
Day 4
• Call -> SMS / Voicemail
• Linkedin
Day 6
• Call -> SMS / Voicemail
• Call to the office numer
• Linkedin
Day 8
• Call -> SMS / Voicemail
• Call to the office numer
Day 13
• Break up e-mail
Bartosz@righthello.com

19. Culture matters in follow ups.
• Hiring natives is a good idea
• If you can – write in a language your audience feels
• Some countries acept humor upfront. Some don’t.
• Some countries expect us to use idioms because they know it. Some
wouldn’t undersdand it because English is their second language.
• Some industries prefer being official, some being to the point.
• We don't use bear/vodka gifs for Russia.
• We don’t use the word „assume” in netherlands.
• We’ve argument against an executive who wanted to target czech
repubublic because his surname had a funny conotation in czech.
• Women convert diffrently in some cultures.
Bartosz@righthello.com

20. How to follow up after you screwed up something?
• High touch (meeting,skype,phone)
• It’s all your fault even if it’s not. Take responsibility.
Bartosz@righthello.com

21. Q&A Time!
If you use secret password „Bartosz webinar was the best!” you’ll get a
100$ discount from Righthello ;)*
* Valid until the end of January 2017
Bartosz@righthello.com

22. Books i recommend:
• Steli Efti – Product Demos that sell
• Daniel Pink – To sell is human (if you are not in sales but are selling)
• Geoffrey A. Moore – Crossing The Chasm (if you are in tech)
• Influence – Robert Cialdini
• Little book of YES attidute – Jeffrey Gitomer