Chances are pretty great that you reached out to someone in the not-so-distant past that you need to follow up with. A potential business contact, a friend, a family member, an industry influencer, a lead, a potential source of income – you reached out to someone and today is the perfect day to reach out to them again because maybe, just maybe, they are waiting to hear from you.
- They know you’re selling something. I say this all the time to the clients I coach – avoid coming across like a used salesman. Stop with all the hype-ads, the scripts, the cutesy little quotes and bumper stickers. Get to the heart of those listening by being real – being relevant – being genuine – and being transparent. Talk TO them not AT them. Shoot straight and honest and there is a good chance they will want to learn more. Come across as a used car salesman and your phone is going to be oddly quiet.
- You offer nothing of value to them. If you are selling virtual assistance organizations to me, chances are great that I’m not going to be returning your call because, well, ORCVirtual IS virtual assistance. You need to be offering me something of value – something of worth – something to tempt me!
- You lack relevance. Virtual assistance IS relevant to me and I want to know about the latest and greatest technologies. But if you haven’t cued in on MY needs to make it relevant for ME, then I’m not calling you back.
- Scheduling nightmares. If you feel that what you have to offer has value to them, then keep in mind the simple fact that life happens. I recently had a minor heart procedure and I was out of commission for about a week. Fortunately, I have an AMAZING team that kept things moving forward and none of our clients felt the slightest impact of my being away for a week. I received somewhat of a rude voicemail from a sales lady who had called earlier and was put off that I never returned her call. Well, I did not call her but I did email and gently yet firmly put her in her place. The point is this: if you are reaching out to the decision-maker whether a company or a household – remember that you have no idea what is happening in their personal life that may be preventing them from calling you back. Patience and understanding that you do not have all the facts can pay off.
According to the National Sales Executive Association
48% of sales people never follow-up with a prospect
25% of sales people make a second contact and then stop
80% of sales are made on the fifth to 12th contact!!!!!!
Only 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