This document discusses the importance of follow up in converting cold leads. It notes that every friend started as a stranger, and relationships develop over time through nurturing. Follow up means contacting someone who initially showed interest but did not purchase or commit, to see if they are now interested. Studies show 80% of sales occur after the 5th follow up contact, so persistence is key. There are two types of follow up - for those who turned you down and for those who wanted time to think. Setting specific future follow up dates increases the chances of a positive response when timing is right for the prospect.

1. MODULE 2:

2.  Cold Market myth
 The Fortune is in the follow up
 3 Important Online tools
 Creating the Drip list
 Social Media Tips

3. Just think about your best friend or anyone that
you consider a friend.
Think back to how you met.
It may have been weeks, months or years ago.
But on the day that you first met your friend…
Your friend was a stranger and you didn’t know
him… so wasn’t he a cold market?

4. So every friend that you had ever met used to
be a Cold Market stranger!
But over time, you nurtured that relationship
and now you consider that person a friend
and you probably talk to him on a regular
basis.

5. You Can Convert Cold Market
Strangers to Warm Market

6. “followup” means to get in
touch with a person for the
purpose to see if that
person is interested to
pursue what you had
originally had to offer.

7.  If you offered to sell a product to a person
and that person decides not to buy
 you would want to followup 3 – 6 months later
to see if that person would be open to buying
it at that future date

8.  another type of followup would be if you
proposed a project or business opportunity
and that person needed time to think about
it.
 The followup call could be a few days later or
the next week.

9.  or… you meet an old friend for lunch…
 then you followup 3 – 6 months later to catch
up with him again

10.  80% of sales are made after the 5th followup
5th
4th
3rd
2nd
over 50% of people quit after the 1st followup

11.  So what does that tell you?
Most people fail not because of lack of skill
but because of the lack of persistence and
discipline to followup. If you just consistently
followup, you will achieve what you want! It
is just a matter of time.

12.  There are 2 types of Followups:
 If someone turns you down:
 If someone needs time to think
about it

13.  If someone turns you down:
The easiest way to followup is to ask for
permission. Generally if someone turns down
my idea or declines to buy what I am selling, I
simply tell them I respect their decision and
then ask them whether it is okay if I ask them 3
– 6 months from now whether I could ask
them to reconsider.

14.  If someone needs time to think about it:
This is a common response and you have to
make sure you set a SPECIFIC DATE and
TIME for the followup. Whether it will be
a physical meeting or a phone call, you want
to set the specific time! Generally you want
to set the followup date not too far in the
distant future (in next few days or next week)
because you want things to be fresh in the
person’s mind.

15.  Key is to be patient. Not everyone may buy
your product or your idea today… but sooner
or later they will buy into it.

16.  There is never a bad prospect… just the
wrong time for the right prospect.

17.  The main reason they are not buying is
because the TIMING IS NOT RIGHT for
them. So followup with them and you will
catch them when the timing is right. But if you
never followup, you will never achieve the
success you want.