Module 2: Folowup System
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This document discusses the importance of follow up in converting cold leads. It notes that every friend started as a stranger, and relationships develop over time through nurturing. Follow up means contacting someone who initially showed interest but did not purchase or commit, to see if they are now interested. Studies show 80% of sales occur after the 5th follow up contact, so persistence is key. There are two types of follow up - for those who turned you down and for those who wanted time to think. Setting specific future follow up dates increases the chances of a positive response when timing is right for the prospect.
Module 2: Folowup System
- 1. MODULE 2:
- 2. Cold Market myth The Fortune is in the follow up 3 Important Online tools Creating the Drip list Social Media Tips
- 3. Just think about your best friend or anyone that you consider a friend. Think back to how you met. It may have been weeks, months or years ago. But on the day that you first met your friend… Your friend was a stranger and you didn’t know him… so wasn’t he a cold market?
- 4. So every friend that you had ever met used to be a Cold Market stranger! But over time, you nurtured that relationship and now you consider that person a friend and you probably talk to him on a regular basis.
- 5. You Can Convert Cold Market Strangers to Warm Market
- 6. “followup” means to get in touch with a person for the purpose to see if that person is interested to pursue what you had originally had to offer.
- 7. If you offered to sell a product to a person and that person decides not to buy you would want to followup 3 – 6 months later to see if that person would be open to buying it at that future date
- 8. another type of followup would be if you proposed a project or business opportunity and that person needed time to think about it. The followup call could be a few days later or the next week.
- 9. or… you meet an old friend for lunch… then you followup 3 – 6 months later to catch up with him again
- 10. 80% of sales are made after the 5th followup 5th 4th 3rd 2nd over 50% of people quit after the 1st followup
- 11. So what does that tell you? Most people fail not because of lack of skill but because of the lack of persistence and discipline to followup. If you just consistently followup, you will achieve what you want! It is just a matter of time.
- 12. There are 2 types of Followups: If someone turns you down: If someone needs time to think about it
- 13. If someone turns you down: The easiest way to followup is to ask for permission. Generally if someone turns down my idea or declines to buy what I am selling, I simply tell them I respect their decision and then ask them whether it is okay if I ask them 3 – 6 months from now whether I could ask them to reconsider.
- 14. If someone needs time to think about it: This is a common response and you have to make sure you set a SPECIFIC DATE and TIME for the followup. Whether it will be a physical meeting or a phone call, you want to set the specific time! Generally you want to set the followup date not too far in the distant future (in next few days or next week) because you want things to be fresh in the person’s mind.
- 15. Key is to be patient. Not everyone may buy your product or your idea today… but sooner or later they will buy into it.
- 16. There is never a bad prospect… just the wrong time for the right prospect.
- 17. The main reason they are not buying is because the TIMING IS NOT RIGHT for them. So followup with them and you will catch them when the timing is right. But if you never followup, you will never achieve the success you want.