The Power of

Following Up

The Power of Following Up

Today we’re going to talk about something I’ve been thinking a lot about lately.

The Power of Following Up

Something I used to do a terrible job at, but have since come to see the light, and am here to evangelize you on.

The Power of Following Up

What I’m talking about is following up.

The Power of Following Up

You see, most businesses out there are just terrible at this (just like I used to

be).

The Power of Following Up

In fact, most are so bad that you could shine

through the clutter and be recognized immediately if you only do a mediocre

job at this.

The Power of Following Up

And this is a huge competitive advantage.

The Power of Following Up

Let me tell you a story of how I used to operate, and

why it was extremely stupid of me.

The Power of Following Up

More years than I’d like to admit ago, I was a

stockbroker…

The Power of Following Up

and this was my sales method:

The Power of Following Up

I’d call up people cold and try to get them to buy

stock, over the phone. If they didn’t buy right then and there, I’d tear up the lead card and move on

forever.

The Power of Following Up

I also had a team of cold callers working for me,

who would call up prospects cold and qualify

them…

The Power of Following Up

asking a few questions of the prospect to determine

if they were worth following up with.

The Power of Following Up

I’d then have the prospects mailed a brochure and

letter saying I’d be calling them in the future with a

recommendation.

The Power of Following Up

Now here was mistake number one:

The Power of Following Up

I’d be sporadic in mailing that letter out.

The Power of Following Up

In all honesty I should have mailed that letter out that

very day my caller qualified the person, and I probably should have sent

that letter overnight, so they received it quickly.

The Power of Following Up

That’s one of the hugest mistakes I see businesses

make.

The Power of Following Up

They let their leads get cold.

The Power of Following Up

And that’s amazing stupid!

The Power of Following Up

The second mistake I’d make would be to call the newly qualified lead only

once.

The Power of Following Up

Either they’d buy or they wouldn’t.

The Power of Following Up

Dumb. Dumb. Dumb.

The Power of Following Up

You see, most people aren’t going to buy what

you have to offer after one “touch.”

The Power of Following Up

They won’t buy—for the most part—after two

“touches” either.

The Power of Following Up

On average, it takes 7 touches to get the

prospect to even take notice, and I’ve heard as

high as 8.4 touches to get in front of the average

decision maker.

The Power of Following Up

Just think of all the money that was left on the table

by not making those touches.

The Power of Following Up

Never mind the money wasted paying cold callers to generate qualified leads

that were just discarded after not buying on the

first call.

The Power of Following Up

The question is this…

The Power of Following Up

Are you following up with you prospects, leads, and

clients?

The Power of Following Up

Because odds are… you’re not doing enough.

The Power of Following Up

But this is easily fixed and you’d be amazed at the competitive advantage

you’ll give yourself.

The Power of Following Up

Just by starting to follow up!

The Power of Following Up

Until next time,

Kevin Oefelein

The Power of Following Up

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The Power of Following Up