when prospects go silent - creating follow up campaigns that work! by @timwackel for @datadotcom
DESCRIPTION
Many sales professionals have never been taught how to conduct an effective follow up campaign. They either push too hard and quickly become a pest, or they wait patiently thinking “interested” prospects will respond to their requests. To be successful in selling today, you have to master the art of follow up. Knowing how (and when) to stay in touch with suspects, prospects and customers sets you apart and pays dividends over your entire career. In today’s busy world, if you’re out of sight, you’re probably out of mind! When Prospects Go Silent helps sales professionals learn how to: - Win the battle for mind share with ten sure fire ways to stay in touch - Develop campaigns that demonstrate persistence without becoming a pest - Re-engage those prospects who have started to ignore you - Jumpstart your own campaigns by leveraging Tim’s templates and scripts - Make it easier for the prospect to tell you “no” early in the sales cycle - Say “goodbye” in a professional way that brings them running back! Presented by Tim Wackel, the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life.TRANSCRIPT
Ask your ques+ons via Twi2er Tweet: @datadotcom #jigsawcontacts
Or in the Ques+on’s box on your screen
A day in the life of your prospect….
Follow up or fail
Principle #1
2% of sales are made on the 1st attempt
3% of sales are made on the 2nd attempt
5% of sales are made on the 3rd attempt
10% of sales are made on the 4th attempt
80% of sales are made after the 5th attempt
46% of reps give up after 1st attempt
22% abort after 2nd unsuccessful attempt
14% never get past the 3rd try
Research firm PLC
82%
Phone
Letter
GoToMeeting
Certified mail
Follow up? Dimensional mailing
FedEx / UPS / courier
Telegram (americantelegram.com)
Unusual item
Handwritten note
Short notes yield long results
Tip
Plan your work Work your plan!
Principle #2
2% of sales are made on the 1st attempt
3% of sales are made on the 2nd attempt
5% of sales are made on the 3rd attempt
10% of sales are made on the 4th attempt
80% of sales are made after the 5th attempt
Attempt When How What
1
2
3
4
5
6
7
3/4
3/23
4/4
4/12
4/25
5/9
3/14 Phone
Package
Phone
Postcard
Phone
Intro, value prop, appt
Interesting stat – let’s talk
Sales tips booklet
Can’t assume no
Are your reps persistent?
Should I stay or go?
Wishing you all the best
ABC
Principle #3
I spend a lot of my time helping clients just like you and I know how busy your calendar gets. Why don’t we minimize voicemail tag by scheduling our next conversation right now. It will save both of us some hassles and headaches…. what looks good for you?
Get agreements early!
I feel like we’ve accomplished everything we set out to accomplish. How would you like to see us move forward?
Get agreements early!
What do I need to spend more time on before you’re ready to take the next step?
Get agreements early!
Kick your hopeium habit!
Principle #4
Would you like me to go ahead and put together a proposal?
I sense that putting together a proposal is still premature. What are your thoughts?
Are we still on track to get the agreement signed this month?
It looks like we’re not going to get a signed agreement this month. Can you help me understand what I should have done differently?
Is this a good time to talk?
Is this a bad time to talk?
Look for positive responses
Are biased by what you “hope” to hear
Make it difficult to share bad news
Create more work for you!
Hopieum habit…
Know how to say “goodbye!”
Principle #5
Dear John,
I haven’t heard anything back from you so I’m assuming your interest might be slipping. Wanted to demonstrate my persistence without becoming a pest!!!
Here is a quick re-cap of what I’m trying to connect with you… (clear, concise, compelling value proposition goes here)
Please just hit reply, type one of the following three numbers into your response and I’ll take it from there.
#1. Thanks anyway Tim, but there isn’t any interest in moving forward – ever!
#2. Glad you’re touching base. Please call me to start discussing specifics
#3. Timing isn’t right. Check back with me in a few months.
Dear John,
I might be dating myself but I'm hoping you will remember the 1981 hit song from the Clash titled "Should I Stay or Should I Go?"
And, that is the specific reason I'm contacting you today. I believe it’s a worthwhile investment for us to continue our dialogue. Ultimately you get to decide if (and when) that conversation happens.
If I don’t hear anything back before the end of the month I’ll assume you have absolutely no interest and will discontinue further attempts to bring you valuable ideas.
Follow up or fail
Principle #1
Plan your work Work your plan!
Principle #2
ABC
Principle #3
Kick your hopeium habit!
Principle #4
Know how to say “goodbye!”
Principle #5
• full color workbook & mp3 file
• 100% discount ($45 value)
• limited offer – look for email from [email protected]
Anatomy of a Lousy Pitch The 10 Worse Presentation Habits
& How to Avoid Them
214-369-7722
www.timwackel.com
twitter.com/timwackel
linkedin.com/in/timwackel
Ideas for staying in touch…
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