Close More Sales With Better Followup
Even if you absolutely suck at sales, you can close more sales with better followup. Most sales people give up after the first or second contact. Studies have proven that it can take 7 or more followups to close sales. Still, most sale people give up after 1 or 2 tries. Even though it has been PROVEN that most sales happen after the 7th contact, most sales people never get to that point.
It’s pretty easy to see how even a bad sales rep will close more sales if they consistently commit to a few steps.
Step 1: Always be growing your lead pipeline. Filling your list with prospects is absolutely critical to your success. This is where email marketing really shines. Setting up an effective lead funnel is incredibly important. That capture page or the capture form you add to your website is a great way to set up a 24/7 lead funnel.
Step 2: Always be building rapport. Set up your follow up letters to let your prospects know you understand and can help their situation. As your prospects begin to feel they know you, they begin to feel they like you and can trust you. And this is where things get interesting.
Step 3: Always be following up. Most sales people give up after a pitch or two. They give up after not getting the deal thinking that the prospect is stupid, just doesn’t get it, or they make some other excuse. And they don’t get the sale.
Here is an example of how to close more sales with better followup:
Years ago, I closed a big deal with an out of state client. When we first spoke, I didn’t really expect the deal to go through. One of our biggest competitors was about 15 minutes away from their location. We were actually more expensive. But, I stayed in touch. I had them on a list that I would use to track followups. I would follow up on the phone to ask how they were doing. I asked if they had found the solution they were looking for. We would talk about the challenges they were facing. I kept letting them know we were ready to help and could provide the solution they needed.
After a few weeks, they called me and asked me to send the contract. After the deal was done, I called to congratulate them and I asked, “What made you decide we were the better solution for you?”
She kinda chuckled and said, “Honey, you were the one that followed up.” It was nothing more than my persistence in followup. I was way too new to think I was actually any “good” at sales. I just showed them I understood the problem, could solve the problem, and I stayed in touch.
Here is how email marketing makes this process even easier:
When someone fills out your form, they are saying, “I’m interested enough to ask for info.”. This is not a sale. It is a show of interest. Once they have filled out the form, this is where the work starts. Your autoresponder starts to follow up. Your letters show them you understand their situation. They begin to see that you are offering a solution. Your consistent activity and reaching out begins to show them you are someone they can trust. And, this is important … When they feel they know, like, and trust you, YOU go to the top of the list of people they are willing to spend their money with.
With an email marketing autoresponder, you aren’t needing to remember to make that followup call. Your email message is scheduled automatically and sent out on time every time. Your message goes out to them because they asked for it and it waits in their inbox until they check it. This runs automatically 24 hours per day, 7 days per week.
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