We are taking a break from the regular scheduled programming ;) I had intentions of the newsletter following my steps to build an unstoppable sales engine in order. However, after pondering this month's newsletter I had it on my heart to discuss following up rather than the next step in line.
I know the market is shifting... Don't be scared! There are many behaviors we haven't had to do in the past two years to find success.
One of the MOST important elements we need for success is a strategic and executed follow up system!!
Did you know 48% of sales professionals don't follow up with a lead after their first attempt?! I know right.... WHAT!! It is mind boggling that these past two years have allowed us to be that lazy. Maybe you're someone who didn't stop your follow up, and I would say good for you! But, a majority of us didn't keep up the same follow up that we did pre-covid.
An ideal follow up system includes 5-8 touches depending on if it is a referral lead vs a purchased lead.
ACTION STEP:
- Write out your follow up plan for: leads, sales-pipeline, past clients and referral partners.
- Make sure your follow up is scheduled in your prospecting plan and time-blocked in your calendar.
Oftentimes we think we need more leads. However, if we are honest we really need to fix our follow up plans BEFORE we add new leads to a broken system.
Let us know if you need help. We are here for you and cheering for your successes!