Follow Up: The Key To Business Success…And Increased Profits
April 10th, 2013 by Diane Conklin under Uncategorized. No Comments.
Are you following-up with your prospects? Do you do enough follow-up?
You may think the sale stops at the end of an event, or the end of a call, or at the end of the first step of however it is you go about making sales in your business.
This is simply not the case.
If you don’t follow-up in every way imaginable you might as well say “I give up, if you don’t want anything I have after this, you’ll never hear from me again.” And if you do that in your business, you’ll probably be shutting your doors before you know it.
Don’t give up…instead, follow-up.
What you may not know is that you can typically expect 50% more sales in the follow-up stage than you got in the initial sales phase. So, if you sell 10 people your product, service or your program on the initial sales meeting, you will typically get another 5 sales in the follow-up process.
Maybe you had an event and 10 people decided they liked you enough to do business with you. When you follow-up, when you send out emails, direct mail, make phone calls or you reach out in whatever way you reach out to those other people, you’re likely to generate another 50% in sales. That’s another 5 sales in this example.
Suppose you’re selling $1,000.00 item. That’s an extra $5,000.00 in your bank account. There are a lot of things you can do with that additional $5,000.00. You could pay overhead or bills, or put it back into your business some other way. The point is, if you settle for 10 people – that’s $10,000.00 on the initial sale – you’re missing out on that extra $5,000.00 if you don’t follow-up. And that’s just with your typical follow-up strategies.
People are skeptical today. People need to be finessed and persuaded to do business with you.
But if you give up too soon, the relationship isn’t going to go very far. If you do more follow-up, spend more time doing follow-up, do it faster, and do it longer (or add more steps to your follow-up process) than you normally would, it will mean a dramatic increase in your profits.
You might have a few people opt-out of your list when you do more marketing and follow-up than you normally would. That’s fine. Maybe they don’t want what you have. Don’t be ultra-sensitive to people opting out of your list.
The people who remain on your list are the people who are going to invest in your products and services, because they’re the people who want to hear from you, even if you’re reaching out to them more than is normal. They stick with you because they believe in what you’re doing, they believe you have something that can benefit them.
So, remember, if you think the sale stops after the first no, or after the event ends, or the phone call ends, you need to rethink your philosophy. You’re giving up way too soon on the sale. Follow-up. Follow-up is the key to expanding your sales, your business and your profits.
