Fortune Is In The Follow Up
Fortune Is In The Follow-Up
Today’s word is follow-up. This process or step can lead to massive success or massive failure. What do you mean failure? This step in a communication process is where you want the person to just make a decision. In my opinion, if you have someone that is himmin’ and hawin’ or acting like a wet noodle and not committing to either a yes, no, or I need more information then move on. You will waste too much of your valuable time just trying to get some decision made. You have to respect a person who says no, but the person that keeps dragging you along and not deciding a specific course of action is very frustrating.
After every meeting you need to reflect and identify what went right and what needs improvement.
How you follow up or what you say during a follow up call can help increase your success or increase your failure. After every meeting you need to reflect and identify what went right and what needs improvement.
The follow-up is where you determine what the next course of action will be by obtaining the feedback from the person you just spoke with or had them attend some sort of informational event such as a webinar or conference call.
This also is the step where you ask for the sale. Make the assumption that they will buy, and if they don’t, determine what information they need in order to make a decision and get them the information in another follow-up.
There are three things that can come out of a follow-up or three next steps so to speak.Keep in mind, massive exposure or initiation is the building block of success, but the follow-up wraps that success into a nice little bundle with a big red bow.
1One, you close the deal. This is always the goal and leads to great success. The follow up can happen immediately right after a presentation or discussion, or it could happen at the next scheduled appointment.
2Two, the person decides that whatever it is you are offering is not for them or they do not require it for whatever reason. When a person decides no, you must try to find out why they decided the way they did. Ask them what is it that you don’t like? Here you can either address the dislikes and make adjustments or thank them for their feedback and see if it is actually something you can change for your next presentation.
3Three, the person needs more information; they have more questions or really don’t understand what they just saw themselves. Book another meeting. This time you make sure it’s not the same type of meeting. If they attended a conference call, try and get them to a webinar or meeting. Three-way calls are awesome and more direct after an initial meeting and allows for one on one interaction between your prospect and the expert. The leader or expert can address the key points directly with the person and not an entire audience. From this meeting you book another follow-up and ask for the sale.
Keep in mind, massive exposure or initiation is the building block of success, but the follow-up wraps that success into a nice little bundle with a big red bow. Not following up is like jumping in the swimming pool and not coming back up for air. You won’t last long…
If you have trouble or fear in following-up then get some training. Work with your mentor or coach and role play so that your fears can be worked out as this will allow you to practice. Then practice until you cannot get it wrong.
As always, I hope this adds value to you and your business as we all deserve prosperity and abundance in our lives. With that said, make sure you teach others as well so that their lives may be enriched along the way also.
David The Coffee Man