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25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
Ever wonder how to stand out in your follow-up? Are you tired of leaving the same voicemail over and over again, only to hear crickets?
80% of all transactions occur between the 5th and the 12th client follow-up, yet 48% of all sales people never follow up with clients and 25% stop after two tries, so you can literally win the sales game by simply continuing to follow up (http://followupsuccess.com/2011/02/21/shocking-sales-statistics-as-it-relates-to-follow-up/). That being said, you won’t get far if you use the same method every time you follow up and have nothing new to say.
We have to get creative here, people!
This conversation about follow-up has been coming up increasingly in my coaching calls with my clients, and so today I wanted to share with you a secret weapon to add to your follow-up arsenal. This bad boy is dangerous, so expect big results when you start using it!
80% of all transactions occur between the 5th and the 12th client follow-up, yet 48% of all sales people never follow up with clients and 25% stop after two tries, so you can literally win the sales game by simply continuing to follow up (http://followupsuccess.com/2011/02/21/shocking-sales-statistics-as-it-relates-to-follow-up/). That being said, you won’t get far if you use the same method every time you follow up and have nothing new to say.
We have to get creative here, people!
This conversation about follow-up has been coming up increasingly in my coaching calls with my clients, and so today I wanted to share with you a secret weapon to add to your follow-up arsenal. This bad boy is dangerous, so expect big results when you start using it!
Your Secret Weapon: The Selfie Video
I’ll bet my next commission check on the fact that 99% of the prospects you call on has a cell phone and can receive video messages. You’re going to start taking advantage of that fact by sending them a selfie video as one (or more) of your follow-up touch points.
The process is simple: hold your phone as if you were going to take a selfie, but record a video instead. Make sure light is shining on your face so that you’re well-lit, and record in a quiet place. Your message should be short and simple and will vary depending on the follow-up situation.
Here are a few sample messages you can use:
BAM.
For prospects that have gone cold, I usually get a 50% or better response rate using this tactic. I uploaded a selfie video I sent to a cold prospect last week to my YouTube channel, so you can get a feel for how it works. You can check it out here.
Do you have any tried-and-true follow-up tactics that work great to get a response? Have you tried the selfie video before? I’d love to hear your thoughts – please share in the comments below!
I’ll bet my next commission check on the fact that 99% of the prospects you call on has a cell phone and can receive video messages. You’re going to start taking advantage of that fact by sending them a selfie video as one (or more) of your follow-up touch points.
The process is simple: hold your phone as if you were going to take a selfie, but record a video instead. Make sure light is shining on your face so that you’re well-lit, and record in a quiet place. Your message should be short and simple and will vary depending on the follow-up situation.
Here are a few sample messages you can use:
- Immediately following a meeting: Following up within the first 60 seconds will increase your likelihood of converting a lead by 500% (www.cardoneuniversity.com). Follow up with a short video that says, “Hey Bob, it was great speaking with you today! Please be on the lookout for the email I promised you within the next hour. Looking forward to talking with you again on Thursday.”
- For a prospect that’s gone cold: “Hey Bob, I hope you’re doing great. We spoke several weeks back, and I know you’re busy, but I came across some information I think would be valuable to you, and I’d like to share it with you. Please give me a ring back at XXX-XXXX when you have a moment this afternoon.”
- For a current client: “Hey Bob, just wanted to let you know how much I appreciate your business! As always, please give me a call if you need anything at all.”
BAM.
For prospects that have gone cold, I usually get a 50% or better response rate using this tactic. I uploaded a selfie video I sent to a cold prospect last week to my YouTube channel, so you can get a feel for how it works. You can check it out here.
Do you have any tried-and-true follow-up tactics that work great to get a response? Have you tried the selfie video before? I’d love to hear your thoughts – please share in the comments below!
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Written By: Elyse Archer, Sales & Leadership Coach with Southwestern Consulting, Owner of Six Figure Sales Coaching, and Co-Host of Linking into Sales Podcast
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