Episode 30 - A Powerful Strategy to Multiply Your Sales

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A POWERFUL STRATEGY TO MULTIPLY YOUR SALES

On today’s podcast, Danielle covers an important strategy that will multiply your sales! You’ll get concrete, actionable steps and tangible tips for systems of follow-up that will grow your business. 

Key Takeaways:

  • Follow up! You may be ignoring this strategy in your business, or maybe you don’t really have a proper system for it and so it’s getting put on the back burner and losing you sales! Follow-up is crucial to a business’s success. The faster you follow up, the more likely you are to close the deal. In fact, one study found 78% of customers buy from the company that responds to them first. As a salesperson, you HAVE to believe in what you are selling and really know what you have to offer is VALUABLE.

  • If you are not following up, not only are you leaving money on the table but also, you are not serving your potential clients in the best way possible! 

  • Don’t give up, but don’t hound people, be pleasantly persistent.

  • Learn to read the signals and deliver a follow-up process that brings value. 

Tip #1 - Figure out the best way to communicate with clients:

  • What is the ideal platform for your client? Is it: email, social media, phone call, in-person, or something else?

  • You can ask “What is the best way to keep in touch?”

Tip #2 - Provide New And Valuable Information:

  • Share valuable & useful content - resources like an article or youtube video or connect them with someone knowledgeable. 

  • Share testimonials or a story of a successful relationship with another client. 

  • Ask questions to keep the conversation going. 

Tip # 3 -  Have a service Mindset:

  • Your Mindset is KEY when it comes to sales & follow-up. Remember that your service/product is something that will serve your client! When we follow up, we are touching base, providing value & giving information.

Why do people NOT follow up? 

  • Fear  of being ignored

  • Afraid of being rejected 

  • We don’t want to sound desperate or needy

BUT we are NOT mind-readers - we have NO idea what is going on in someone else's world when they don’t respond in a time frame or manner we anticipate. Many times people don’t respond because they are pressed to prioritize other tasks in their life! If you are prioritizing service in your mindset and approach, then your follow up will likely resonate!

Tip #4 - How to follow up:

Do’s & Don'ts 

DO: 

  • Be Friendly and keep it short 

  • Be Creative - Use gifs - switch up the way you are following up

  • Send a video follow up - Use Loom or via Instagram

DON’T:

  • Hound someone or pressure them into a sale

  • Don’t make them feel bad or guilty

  • Don’t be needy

Tip #5 - Schedule Time for your Follow-ups & Keep Track:

  • Make sure you schedule times for follow ups & keep in touch in your weekly calendar 

  • Keep a record of your contacts, schedule follow ups in your project management system. 

  • Get a concrete Date & Time with your potential client - ex. “Why don’t I connect with you at the beginning of September?” or “I’ll give you a call at the beginning of October.” 

  • Update your notes on each customer after each of your follow-ups with notes on what you talked about so you can refer to those notes when you reach out again! 

Tip #6 - BONUS TIP - Continue to build NEW connections and relationships: 

  • Keep your pipeline and keep track of your leads. Focus on building your leads for months & years to come! 

Final Thoughts:

If someone has never responded with interest or interacted with you all, it is a good indicator that they may not be the right fit. If you still believe in your heart that you can support or help a potential client, keep following up until you receive a hard no.

Be aware of your pitch and approach - and stay creative!

Links:

Danielle Wiebe