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:
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.”
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!
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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