dreamteam training follow-up

The Fortune is

in the Follow-Up

Maximizing Effectiveness in Your Rodan + Fields

Business

What every consultant needs to know about following through…

© Team Dreamatology Training Guide

Statistically Speaking..Simple Follow-Up Works in Your Favor


8% of sales people never follow up with a prospect25% of sales people make a second contact and stop12% of sales people make more than three contacts

2% of sales are made on the first contact3% of sales are made on the second contact5% of sales are made on the third contact10% of sales are made on the fourth contact80% of sales are made on the fifth to twelfth contact

Creating and using a follow up system is a guaranteed way to grow your business. In fact with less than 52% of all sales people following up with their prospects you will not only grow your business but you will stand out amongst your peers. And remember 80% of sales are made in the fifth to twelfth contact if you are in a market with heavy competition you literally eliminate your competitors by simply following up.

The Nature of Our System


Why Follow-Up Should be Easy and Fun!

1. We are paid storytellers and our story, the company’s story is constantly changing, so we need to go back and update the people we’ve talked to.

2. We’re problem solvers! We help people with their skin issues and introduce the Drs. as a possible solution to other issues they need solutions for!

3. We’re great interviewers! We ask lots of questions and we care about other people and what’s going on in their lives!

Counter-Productive Follow-Up

We don’t follow up past 1 or 2 times

We take it too personally Give them the benefit of the doubt Remove negative thinking from the equation

We don’t have enough people on our list, in our funnel Feel as if you’re swimming in leads

We close too fast…

We don’t ask questions and take a genuine interest in them

We let them take control of the conversation Get their digits, not the other way around You leave a message and ask them to call you back Give them homework © Team Dreamatology Training Guide

Think about Follow-Up Differently…

FOLLOW-UP vs. FOLLOW-THROUGH

You’re not going for the sale, you’re going for the TRUTH

You’re building relationships that have long-term value

Asking permission to take the conversation forward…

Follow-up is an opportunity to learn more about them…

After all it was Dale Carnegie who said, "You can make more friends in two months by becoming interested in other people than you can in two years trying to get people interested in you."


I’m calling to see what your thoughts are because I respect your because I respect your business acumen…

Does that idea sound like something you’re interested in, because it seems to fit your desire for more freedom…

What if we look over the Fast Start program, because I think when you see our Fast Start program, you’ll want to think again about timing and reaching your goals

Shall we visit tomorrow while it’s fresh? Review my websites/listen to the call, write down all your questions and we’ll review them together?

What if I could show you a way, because we’re seeing this level of success duplicate so consistently… ?

The Power of “Because”


A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason.

Effective Follow-Up Strategies


You are the Tour Guide, the Messenger, not the Message

• 24 Hour Follow-Up Rule• Sync with their communication style • Polite, persistent and consistent • Set Appointments 24-48 hours apart• Don’t try to close them on first exposure. • Give them a little time to get their questions answered• Remember, it’s a process, not an event!

Ain’t That the Truth….


22 Wonderful Ways to

Follow Up


Easy: Email Signature


It’s a 24.7 passive follow-up for your business… a virtual follow-up to any outreach you do…

Professional, informative with a story!

Easy: Before & Afters


Help the Client Visualize Themselves Using the Products… Because you told me about your son’s acne, I thought I would share…

Easy: The Solution Tool


4 Ways to Leverage the Solution Tool:1. Email a link to everyone who couldn’t attend your BBL with a note that reads, “So sorry you couldn’t make it,

but…”2. Create a Facebook Promo “The first 5 people to try the Solution Tool and email their results gets a FREE

Microderm Treatment”3. Call a friend and tell them about a cool new feature of your website and can you see what it recommends for

them? Over the phone fill, out the questionnaire and email the results to them. 4. Tweet, email with a note that reads, “Free Visit to the Dermatologist and Free Sample Today Only”

Intermediate: iStart: FREE iPad2


3 Ways to Follow-Up Involving the iPad2 Program1. Tell every prospect that’s in your funnel (and revisit your funnel) that we’re giving away free

iPad2s and ask if the latest tools and technology would be appealing in running their own business.

2. Send them a link to your solution tool with a Email headline that reads, “Great skin, there’s an app for that!”

3. Send an “Last call for an iPad2” notice via email, phone and Facebook.

BBL Follow-Up


Tips and Strategies that Boost Volume

The Assumptive Follow-Up! (you meant to be there/you meant to buy… but I’m reaching out because…)

1. Positive follow-up call to convey what they missed and ask if they have any questions about your new business, your new products…

2. Extend your “special offer” as a courtesy because we’re friends… 3. Extend your give-back, because we want to raise more money for XYZ…4. Offer a personal consult because you can help fit into their business schedule… 5. Create urgency. It’s month-end, you may want to get in on this because and I’m

putting in my “gift with purchase orders” 6. I wished you could have been there because we had so much fun….7. Did you want to take advantage of the holiday special. I heard you mention it’s been

a hectic semester and I’d like to help you out.. 8. It’s okay, because I have two more events scheduled… which is more convenient for

you?

Email, Facebook, Twitter, Oh My!

What is the Best Method to Follow-Up and Reach Out?

1. Favorite: Facebook chat + phone call… great event last night, you were missed… I’m extending my GWP, so I’ll give you a ring today because I know you were looking for something..

2. Most Effective: Quick call to share the event highlights and invite to the next event

3. Least Effective: Email4. Long-Term Impact: Drip File…

After a Three-Way Call

2 Ways to Follow-Up After a Three-Way Call:1. Now that you’ve heard from Maryann,

where does your interest lie?

2. On a scale of 1 to 10, where is your interest? Let’s set a time to get you on board! Better yet, it takes minutes, do you have time right now? You’ll have your product by the 2nd and off and running in time for the holidays. \


When you wash your face, how do you know it feels clean?

Are you a morning and night kind of person when it come to washing your face?

What do you use now?

Have you always had great/problem skin?

What change have you noticed in your skin the last 5 years?

Is it just your face, or have you noticed changes in your hands, your lips?

Do you read the beauty press?

Would it be okay, if I kept you in my contact list for news, research and product innovations?

Questions that Beg Follow-Up!

Persistence Pays Off

Connect with People

Questions Lead to Understanding

Control the Process and Build Upon the Story

Use Language that’s Designed for Them

Be Creative Follow-Up is all Around You!

Summary

dreamteam training follow-up

Technology