2015 unigroup learning conference: "fanatical follow-up- convert more prospects to...
TRANSCRIPT
FANatical Follow-Up
Presented By: Meredith Oliver | CreatingWOW.com | @CreatingWOW
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Meet Buyer 2.0
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Don’t Talk To Me vs. Pay Me Attention
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It’s All About Me
The Follow-Up
48% - NEVER Follow-Up 25% - Make 2 Contacts 12% - Make 3 Contacts
+The Law of Top of Mind Dominance
n 2% sales made first contact
n 3% sales made second contact
n 5% sales made third contact
n 10% sales made fourth contact
n 80% sales made the fifth to twelfth contact
FollowUpSuccess.com
The FANatical Sales Process
Attract
Engage
Convert
WOW!
Follow-Up More Than Once
+Follow-Up More Than Once
n 39% chance of connecting on first call
n 93% chance of connecting on sixth attempt
n Recommend six follow-up attempts n One-on-one follow-up emails n Drip campaign in your CRM
@CreatingWOW
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My Reason For Calling…
+Follow-Up Lead In Lines
n I thought of a few things that might help you decide…
n Something new has occurred that I thought you would like to know about…
n There has been a change…
+Follow-Up Lead In Lines
n I was thinking of you and called to tell you about…
n I shouldn’t be saying this but…
n We aren’t telling public yet…
Stop Checking In & Start Adding Value
@CreatingWOW
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Share Idea or Insight
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“We talked about the next steps in your move so I
thought I would share our online moving timeline…”
Share an Idea/Insight
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Solve a Problem
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“You mentioned a concern about your mom being able to unpack…”
Solve a Problem
+ Ask a Question
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“Are you looking for a portable or moving
container solution for your corporate relocations?”
Ask a Question
Recap the Game
+Recap The Game
What did they like? n See n Hear n Touch n Feel
@CreatingWOW
+Tone Matters
n Friendly
n Enthusiastic
n Expert
n Conversational
@CreatingWOW
Write Like You Talk
@CreatingWOW
Can They Hear Your Smile?
@CreatingWOW
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Change the Channel
Telephone = Tone Matters
#TheFanFactor
Email/Social = Confirm or Share
Texting = Confirmation
Mail = Personal, Thoughtful
“You will be the same person in five years as you are today
except for the people you meet and the books you read.”
~Charlie Tremendous Jones