Now that we have explored “WHY” we fail to follow up, let’s spend a little time on “HOW” to follow up. I am very big on systems. Systems keep things rolling a long. So Part Deux is devoted to systems. Now don’t groan… keep reading!
Follow up starts immediately after the sale or encounter. Today, we will discuss sales follow up but the principals are the same for all types of follow up! My follow up system is actually very simple 2/2/2-
2 days/ 2 weeks/ 2 months. I learned this very simple system as a field representative and it has never let me down!
You will need some way to track your follow up. As Franklin Covey tells us… you have to find what works for you. My preferred method is my outlook calender and my Power Hour Binder (see tools). You can also use google calender or any format that enables you to create an appointment. I call this “tickling” my calender (a throw back to my law firm days). What I love about an electronic calendar is that it creates a daily task list for you and reminds you at the appropriate time. It really is like having an assistant You can also use a paper planner, a binder or a 31 day follow up file.
Immediately after the sale, begin by creating a series of reminders. Most calender programs allow you to create an appointment and add recurrences. You can also add notes as you speak and gain invaluable information on your new Client that will help you customize follow up for her. By customize, I don’t mean HOW or WHEN you follow up, I mean WHAT you say when you follow up. The follow up system is the same for every client. Knowledge helps you personalize the content for maximum results!
Next, commit yourself to implementing the process. That which get’s scheduled, gets done. Make sure you put follow up on your calender and don’t let anything get in the way. This is an IPA (income producing activity). The only thing that should EVER trump it is a show!
Tools: Power Hour System and Calendar Tickling in the Member Resource Section of http://www.directsalesinstitute.com/
Michelle Archer is a certified coach with over 23 years experience in direct sales. Michelle works with companies and individuals to explode their business potential. Connect with her on Facebook Learn more at http://directsalesinstitute.com/