Do you know that 81% of prospects will get closed on the 5th call.
FOLLOW UP MISTAKE #1 – NOT MAKING CALLS
Yet one of the biggest follow up mistakes is that people never make the call. 48% of sales people quit after the first call. All you need to do is avoid this follow up mistake and make the call. Using my making effective connections with your business card tips got you to the first call – call and make a solid date to meet up with the prospect. When you meet them get to know them even better if they have an opportunity listen to their presentation and make sure to show genuine interest in their life and business. If it is not for you give them a referral of someone in your network who would be a better fit. Choose the time when you feel it is appropriate to talk about your opportunity. Even if they are not interested maintain the connection with periodic coffee meetings and d
on’t forget to mention your opportunity.
FOLLOW UP MISTAKE #2 – EMPTY PIPELINES
Not having enough people to call is the next follow up mistake. Do you know that you will on average have to make 5 calls before you make one sale. In the home busine
ss industry you may have to make even more calls to get someone to even agree to look at your presentation. So you need a full pipeline. Make the calls; the more calls the more sales you will make. So go out and network and pre-qualify your prospects so that you know you are calling a good quality prospect who is more likely to convert into a customer or team member.
FOLLOW UP MISTAKE #3 – WAITING TOO LONG TO CALL
Remember we said it takes the 5th call to increase sales to 81% but it is no good if you are waiting 1-6 months in between each call, because the prospect wont remember who you are and it will be like starting at call number one each time. So increase your frequency of contact with your prospects.
FOLLOW UP MISTAKE #4 – STUCK IN A RUT
Not using all the communication tools that are available to you. Emailing, texting, notes and personal contact. Don’t just rely on calling. Use all the technology that is available. Connect with your prospects on social media; so they know who you are; people do business with people they know and trust; so make sure they know you. This is about building that social capital.
FOLLOW UP MISTAKE #5 – NOT ASKING FOR REFERRALS
In my follow up mistake #1 we talked about giving a referral to a prospect if the business they presented was not for you. When you pitch to them whether they become a customer or not ask for a referral. This is a huge follow up mistake – not asking for the referral. When you ask for the referral ask the prospect to tell you a bit about the person they referred so that when you call them you have some information about them and some already established common ground.
Be sure to avoid these follow up mistakes and increase your sales. Also check out my tips on making effective connections with your business card. Click Here.
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