Explode Sales

To Explode Sales You Need To Become An Assassin! (A Consistency Assassin!)

Crush your competition and close more sales by becoming a “Follow-Up Assassin!” One of the biggest marketing non-negotiables to master for increased sales is mastering the art of consistent follow-up! Why? Because consistent follow-up wins!

The formula is simple. Follow-up more than you competition would ever dream of following up with leads and you’ll win the new customer battle every time. Let’s look into the numbers to show you (the smart CEO) what I mean.

48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people make more than three contacts
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
(Source: Union Square Ventures Website)

If 80% of sales are made after the fifth to twelfth contact, then shouldn’t we build your business around that mind-jarring stat? Of course we should. This simply mean that if you become a “Follow-up Assassin” and make sure your sales process includes deliberate follow-up that you have the best chance to win 80% of the business. That is an income victory in my book.

Furthermore, if 85% of your competition gives up within the first to third contact, then the only thing left to do (based upon the numbers) is to devote real business-brain-power to create the best follow-up plan that reaches deeper than your competition’s lackluster efforts.

The Lead Follow-Up Plan:

Always have at least 5 to 12 on-purpose follow-up touch points with your leads. On average it takes 5 to 12 touches or more before the lead becomes your customer. Consumers make decisions to buy when they feel like it and not when you want them to buy, so it is your job to make sure that you are there when they are ready to make the decision to buy. Not a hard concept.

My suggestion is that you build a sales funnel that removes the thinking involved with follow-up because we know that you will get “busy” and forget to follow-up. Here is how I would do it!

  1. Block out 1 hour and come up with as many simple reasons to follow-up with your target lead as possible. Then step away from the brainstorming for an hour or day (Your choice). (Just simple bullet points on topics as place markers to construct a message later)
  2. When you come back to your follow-up bullet points, now it time to simply put them in order of importance (according to you) that will keep their attention and keep the polite conversation going.
  3. Next is to turn them into real messages. The better you are at making the message feel like you were just thinking about them in the moment, the better your results will be. (If creating messages sounds like scratching nails on a chalkboard to you, then have someone else do it for you. You’ve already created the skeleton. CEO Resource: www.textbroker.com – for inexpensive content creation by professionals)
  4. Depending on your motivation, now you may want to put the messages into a CRM system that does the work of follow-up for you. This means that every lead you touch can be follow-up with hands-free within 10 seconds of getting their contact information (email). If you do not have a CRM, then I would block out a reoccurring appointment on your calendar for Wednesday or Thursday mornings to follow-up systematically with all of your leads. You’re going to be sending the same messages over and over, so you only need to block out a 30-minute to 60-minute time block.
  5. Lastly, I would mix up the follow-up between email and calls. You can take a few of the messages and just make them call scripts.

Note: I would hope that from the sales data above that you would put together a follow-up campaign that stretches out to 12 contact points or more because as you see, he or she that follows up the best will win!

CEO Biz Non-Negotiable: Become A Follow-Up Assassin! Your bank account will thank you!

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About the Author Jason Palliser

Jason Palliser has trained real estate investors nationwide for over 13 years on investment financing strategies. Jason has delivered investment financing strategies trainings for leading national educational companies including Donald Trump University, Robert Kyosaki Events, Wealth Intelligence Academy, REI Conferences and many more real estate offices. He has been ranked of the Top 100 loan originators in the United States for closings per year, as noted by Mortgage Originator Magazine.

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