In my previous blog post, I discussed how Tim Templeton in his book, The Referral of a Lifetime, suggested how to divide your database into categories (A, B, C, D) based on their likelihood of referring people to you. To move people from one level to another (from B to A for example), you will want to keep in touch with them. Invest time and money on this group. This is well worth it. They will want to refer you to people in their world. People believe what others say about you more than what you might say yourself.
Templeton suggested perhaps the owners of your company write to previous clients. Thank the person for his/her previous business. That owner would then introduce you as someone in his company (if you are one) they could call as well as himself to see if they had any questions or comments. You state your associate will call in a few days to check in with them.
In a few days, you call and have a warmer call. Also, ask if you could follow-up with them periodically just to see how they are progressing, share some valuable articles and see if there was any way at all you could help them reach their goals. This ended up as a successful way to generate more referrals without even asking. It’s about relationships.
It’s suggested that you develop a follow-up program. Use a program like Infusion Soft, to automatically send out articles, and items of interest you develop for your database. You might also use “Send Out Cards” which is a reasonable way to keep in touch with a group of people rather inexpensively.
What ways do you use to keep in touch with special people personally and professionally?
Please write your comments below. I will respond.
Here are five ways to reach prospects easier
Do you want to reach a potential client more successfully?
1-Call immediately when interest is indicated. People “cool off” and your chance of getting them later and keeping their interest diminishes.
2-The average sales person calls a lead about twice before giving up. Research shows that is takes 6-7 contacts to make a conversation happen. Most reps stop much too soon. Afraid you will “bother” them? Not if you continue to develop their interest, curiosity and give value with each message left. A lot of money is left on the table when you don’t follow-up persistently.
3-Franklin Covey found calling between 3:30 and 4PM is helpful. I also learned the boss will often answer the phone if you call between 8-9AM (check their time zone) or after 5PM when office staff is not available and they pick up their own phone.
4- Calling on a Wednesday or Thursday is considered best. The beginning of the work week is too hectic and Friday people are in a weekend frame of mine.
5-Use a local number –people have caller ID and are more likely to pick up the phone when local numbers are used. There are many companies that offer this type of phone service.
As you move forward reaching more of your leads, it’s important to have sales scripts ready with the responses to FAQ’s. That is your next step. I help my clients develop powerful sales scripts that have been tested and are successful. Some ideas are noted on my blog entries.
Please write your comments/thoughts below on what you found helpful in reaching prospects. Try the ones above and let me know your results. I will respond.
What piece was missing in 2015? Most small business owners leave a lot of money on the table. How? They don’t follow up consistently. I hear too often– “well, I don’t like to annoy people”. That’s true. So what can you give them to stimulate interest and curiosity about your products and services?
The place to start is an initial letter (better if it is mailed rather than emailed). Discuss the problems your clients have ((about 3 bullet points). Then state you helped them solve these issues. If they want to hear how, they should give you a call.
Chances are you will need to do a follow-up call. If you do not speak on the phone, write a similar letter stating if they experience a problem like the ones you described or want to discuss another one, to contact you.
Next follow ups include articles that could be of interest, jokes, etc.
When you make the contact, following a business strategy so you don’t cause stress in the discussion is vital. If you want to learn more and you send me information about your challenges, business and let me know what you’re looking to achieve, we can see if a phone call between us would be beneficial.
Here’s to a bigger, more successful, less stressful 2016.
Please let me know your thoughts or send me a message through facebook.com/ellen.cahill.growth