SlideShare a Scribd company logo
1 of 28
Download to read offline
Effective Follow-Up Strategies
By Paul Kirch
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Paul Kirch, PRC is the founder of Actus Sales Intelligence, a
firm created in 2009 to help the marketing research
professionals achieve sales success through relationship
building and strategies which create loyalty and trust.
Paul Kirch, PRC
CEO of
Actus Sales Intelligence
Actus is a Latin word meaning perfection, determination and complement.
These are the words that make up the foundation of the brand Actus Sales Intelligence.
Paul has a diverse background stemming from more than 25 years of professional
experience. His early years were spent in operational roles at the world famous Gallup
Organization, where he spent 10 years working with some of the largest companies in the
world. In 2000, he took his first sales position, which opened his eyes to a new world of
opportunities. This led on a journey of learning and development, which has benefited
him since his first sales call. In 2009, after serving in a successful sales leadership role,
he knew his next chapter would help him impact the lives of others through his own brand,
called Actus Sales Intelligence, where the motto is “Sell Smarter.”
Effective Follow-Up Strategies
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Can You
Hear
Me?
Following up on leads can be an extremely frustrating process.
Prospecting and Lead Development at Events
Prospecting Takes Time
Consistency is Strategy
Prospecting and Lead Development at Events
They Told
Me to Call
They Said
They Had
Work for Me
They Won’t
Take My
Calls
They Said
They Were A
Decision Maker
They Ignore
My Emails
They Aren’t
A Sole
Decision Maker
Happy With
Current
Supplier
A Waste of
My Time?
They Seemed
Excited
Follow-Up
Frustration
Wheel
Effective Follow-Up Strategies
Lead Nurturing Leads to
W
Working
the Room
Lead nurturing should focus on driving engagement. Follow-up, engage and you can celebrate your WINS!
I
Initiate
Conversations
N
Next-Step
Strategy
S
Selfless
Approach
Effective Follow-Up Strategies
http://goo.gl/BaFcWV
Avoid the Bogies
egularity
equencing
ersistence
ctions
Effective Follow-Up Strategies
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Persistence is Not Annoyance if
Value Is the
Focus
Why Your
Offerings?
A Lack of Response is Not a Lack of Interest
It’s About
Them
It’s Less About
Your Needs
Stay
Top-of-mind
Who Are They
Thinking Of?
Earn Their
Trust
Become a
Resource
Effective Follow-Up Strategies
Watch on YouTube at https://youtu.be/y5rReL-DSfk
The Key to Follow-Up
A Lack of Response
DOES NOT EQUAL
A Lack of Interest
Effective Follow-Up Strategies
Watch on YouTube at https://youtu.be/y5rReL-DSfk
How Often Do You Follow Up?1
Are You Consistent?2
What Methods Do You Avoid?3
What Assumptions are You Making?
4
Look at
Your
Approach
Are You Only Picking Low-hanging Fruit?
5
Effective Follow-Up Strategies
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Persistence
Effective Follow-Up Strategies
Most Sales People Follow-Up Too Infrequently
2% of sales are made on the 1st contact
3% of sales are made on the 2nd contact
5% of sales are made on the 3rd contact
10% of sales are made on the 4th contact
80% of sales are made on the 5th-12th contact
Source: National Sales Executive Association Sales Executive
Association
Reality Check
8-10 Solid Efforts is the Minimum for Maximum Conversion
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Why Persistence is Vital
Effective Follow-Up Strategies
• Do you believe you can help them?
• Your Competitors are Following Up
• You Can’t Win if They Don’t Think of You
• Waiting for Your Phone to Ring Will Not Drive Sales
• Often Sales is Timing
• Your Value Must Be Shown
• Forgotten Efforts are Truly Wasted Efforts
Until You Are A Priority, You Are Not!
Watch on YouTube at https://youtu.be/y5rReL-DSfk
1 Do You Smile and Dial?
The Telephone is Still the Number One Sales Tool
2
Email?
Today’s Version of Junkmail?
3
Newsletters
Value-driven Messaging Opportunities4
Social Media Engagement
Engagement or Introduction?5
Direct Mail?
Cost Issues and False Perceptions Limit Use
Effective Follow-Up Strategies
What
Methods Do
You Use?
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Their Contact Preference
Effective Follow-Up Strategies
Is Often the One they Can Run from Fastest!
As You Respect their Request, Does
Your Competitor Win the Race?
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Effective Follow-Up Strategies
Tools that Work
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Voicemail or Not?
Effective Follow-Up Strategies
The True Purpose of Voicemail
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Voicemail or Not?
Effective Follow-Up Strategies
The True Purpose of Voicemail
It’s the Ultimate Top-of-Mind Awareness Tool!
A Returned Voicemail Should Be a Goal, Not an Expectation
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Effective Follow-Up Strategies
Voicemail or Not?
http://vcita.com
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Effective Follow-Up Strategies
Creative Outreach
http://goo.gl/surSLz
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Effective Follow-Up Strategies
Stand Out
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Are You Consistent?1
Do You Follow a Strategic Plan?2
Are You Tracking Conversions?3
Are You Memorable?4
What Next?5
Effective Follow-Up Strategies
How
Frequently
Do You
Reach Out?
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Regularity/Frequency
Effective Follow-Up Strategies
Determined by:
• Comfort Level
• Manageable Volume
• Warmth of Lead
• Their Knowledge of You (are you known)?
• Their Expressed Interest
• Tools for Managing Process
• Metrics Developed Over Time
Metrics Can Be Proven Over a Period of Time
Metric Tracking Can Directly Determine Sales Targeting
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Frequency Concepts
Effective Follow-Up Strategies
Remember 8-10 Attempts is Recommended for Maximum Impact
Warm Leads (Expressed Interest)
Example of Follow-Up
Cold Leads
Example of Follow-Up
• Initial Phone Call (Leave Voicemail)
• Follow Up With Email In 1 to 2 Days (Reference Topic)
• In 3 Business Days, Call Again (Voicemail Recommended)
• In 1 Week, Reach Out Again (By Phone – Voicemail Optional)
• At This Point, Follow Up with Email Immediately, Letting Them Know You’ll Follow Up
Again If They Don’t Call Back or Respond
• Schedule Next Telephone Attempt Two Weeks From That Date
• Next Call Attempt Should Be No More Than One Month Out (Voicemail)
• During This Time, Leverage Marketing Email, Direct Mail or Newsletter
• Next Attempts Are Determined By Capacity
Expressed Interest Requires Top-of-Mind Strategies to Ensure Engagement
• Initial Phone Call (Do Not Leave Voicemail)
• Follow Up With Introductory Email Immediately
• In 3 Business Days, Call Again (Voicemail, Referencing Email)
• Leverage Marketing Email, Direct Mail or Newsletter
• In 1 Week, Call With Specific Call to Action (Voicemail Optional)
• In 1 to 2 Days - Send Email Referencing “Why” You Want to Schedule (Referencing
What You Know About Their Business and Whey You Provide Value Can Help)
• In Two Weeks Call Again (Voicemail Must Be Focused on Call-to-Action)
• At This Point, Leverage Email Sequence or Direct Mail Campaign
• Continue Calling, Depending on Capacity (Next Call Two Weeks from Previous)
Cold Leads Require Strong Call-to-Action and Research-Based Messaging (What You’ve
Learned About Them and Why They “Need” Your Services)
Voicemail is used for top-of-mind awareness. Message must be relevant and call-to-action based.
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Scheduling
Effective Follow-Up Strategies
Determined by:
• Potential Opportunity (Size, Synergy, Service Needs)
• Available Time for Prospecting (Seller-Doer VS Dedicated Sales Role)
• Comfort Level
• Sales Targets
• Your Value Messaging (Reasons to Call)
• Marketing Support Available
• Lead Sources Available
Leverage Next-Step Strategies with All Efforts
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Follow-Up Sequencing
Effective Follow-Up Strategies
Often Driven by Marketing Efforts, Follow-Up Sequencing Can Be Automated
For Non-Responsive Prospects.
• Triggered By Event(s) (RFI)
• Sales Milestones (X # of Non-Response Attempts)
• Promotion and Marketing Initiatives
• Permission Based VS Non-Permission
• Parallel to Other Sales Activity (Support Activity VS Stand-Alone Campaign)
Sequencing Can Help You Reach New Sales Levels
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Example Sequence
Effective Follow-Up Strategies
Sales Support Sequencing
Method Approach Content
Email 1 Engage and Provide Information A Thank You for Opting In With An Information Based
Message (Why Your Firm Is A Perfect Partner)
Email 2 Provide Educational Content A White Paper or Some “Value-based” Message
Phone Trigger Phone Call Through CRM or Other System Reference Above Correspondence – Measure Interest Level
Email 3 Invitation for Event Webinar or Online Demonstration
Direct Mail Top-of-Mind Awareness Send Marketing Piece by Mail to Support Activities
Email 4 Engagement Allow Them to Get to Know You
Email 5 Content Marketing Article or Other Informational Content (Video, Audio, etc)
Phone Value-based Call Reference Above Correspondence or Other Relevant Content
Newsletter Value-based Messaging + Get to Know Your Firm Provide Actionable Content to Help Them See Value
Sequencing Can Continue in Perpetuity or Have a Fixed End-Date.
Tools – Aweber.com, Salesforce.com, etc.
Learn to Write Email Sequences: http://autorespondermadness.com/
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Want More?
Contact me at follow-up@ActusSales.com to receive updates.
Paul Kirch, PRC
CEO of
Actus Sales Intelligence
Effective Follow-Up Strategies
The Ultimate Follow-Up Guide - Coming Soon
Book | Training Program
Watch on YouTube at https://youtu.be/y5rReL-DSfk
Contact Us
Actus Sales Intelligence
follow-up@actussales.com
http://actussales.com
Toll free: (844) 222-8876
Effective Follow-Up Strategies
Watch on YouTube at https://youtu.be/y5rReL-DSfk

More Related Content

What's hot

How to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessHow to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
 
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
 
Professional basic selling skills
Professional basic selling skillsProfessional basic selling skills
Professional basic selling skillsshehzad Chohan
 
Selling Skills
Selling SkillsSelling Skills
Selling SkillsRavi Reddy
 
7 steps to successful selling
7 steps to successful selling7 steps to successful selling
7 steps to successful sellingBizLaunch
 
Selling skills summary
Selling skills summarySelling skills summary
Selling skills summaryYehia Elboraie
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12alexishoey
 
B2B Sales Prospecting Methods
B2B Sales Prospecting MethodsB2B Sales Prospecting Methods
B2B Sales Prospecting MethodsAndriy Popov
 
Basic Sales Training
Basic Sales TrainingBasic Sales Training
Basic Sales TrainingKaleem Ahmad
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesRobin Singh Gill
 
20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales processYuri Piltser
 
Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides johnJohn Ndukwe Ibebunjo
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsCriteria for Success
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling SkillsTom Shay
 
Sales Objections Linkedin
Sales Objections LinkedinSales Objections Linkedin
Sales Objections LinkedinJoseph Youssef
 
Truly Essential Sales Skills
Truly Essential Sales SkillsTruly Essential Sales Skills
Truly Essential Sales SkillsAbhishek Shah
 

What's hot (20)

basic selling skills 1
 basic selling skills 1 basic selling skills 1
basic selling skills 1
 
How to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessHow to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up Process
 
Selling skills
Selling skillsSelling skills
Selling skills
 
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
 
Professional basic selling skills
Professional basic selling skillsProfessional basic selling skills
Professional basic selling skills
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
 
7 steps to successful selling
7 steps to successful selling7 steps to successful selling
7 steps to successful selling
 
Selling skills summary
Selling skills summarySelling skills summary
Selling skills summary
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12
 
B2B Sales Prospecting Methods
B2B Sales Prospecting MethodsB2B Sales Prospecting Methods
B2B Sales Prospecting Methods
 
Basic Sales Training
Basic Sales TrainingBasic Sales Training
Basic Sales Training
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the Sales
 
20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
 
The Five Rules Of Closing A Sale
The Five Rules Of Closing A SaleThe Five Rules Of Closing A Sale
The Five Rules Of Closing A Sale
 
Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides john
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling Skills
 
Sales Objections Linkedin
Sales Objections LinkedinSales Objections Linkedin
Sales Objections Linkedin
 
Truly Essential Sales Skills
Truly Essential Sales SkillsTruly Essential Sales Skills
Truly Essential Sales Skills
 

Similar to The Key to Sales Success - Effective Follow-up

Social Media Week Chicago: All Earned Media Not Equal
Social Media Week Chicago: All Earned Media Not EqualSocial Media Week Chicago: All Earned Media Not Equal
Social Media Week Chicago: All Earned Media Not EqualHouse Party, Inc.
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasySalesScripter
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2SalesScripter
 
Facebook for Business
Facebook for BusinessFacebook for Business
Facebook for BusinessHayden Armour
 
How to Measure the ROI of Social Media
How to Measure the ROI of Social MediaHow to Measure the ROI of Social Media
How to Measure the ROI of Social MediaAndrea Vahl
 
8secretstosalesandmarketing
8secretstosalesandmarketing8secretstosalesandmarketing
8secretstosalesandmarketingSalesfusion
 
Quattro University Company Overview
Quattro University Company OverviewQuattro University Company Overview
Quattro University Company OverviewCheri Tree
 
Increasing Sales & Leads with Social Media
Increasing Sales & Leads with Social MediaIncreasing Sales & Leads with Social Media
Increasing Sales & Leads with Social MediaVanessa Pino
 
10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at SalesSalesScripter
 
How to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersHow to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersPARESH PATEL
 
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...Heinz Marketing Inc
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call BusinessesSalesScripter
 
Generate More Leads & Customers!
Generate More Leads & Customers!Generate More Leads & Customers!
Generate More Leads & Customers!Robyn Hatfield
 
SEMrush Philly Meetup - August 8, 2018
SEMrush Philly Meetup - August 8, 2018SEMrush Philly Meetup - August 8, 2018
SEMrush Philly Meetup - August 8, 2018Semrush
 
How to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsHow to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsSalesScripter
 
Why the first 2 stages of Design thinking are important for a startup?
Why the first 2 stages of Design thinking are important for a startup?Why the first 2 stages of Design thinking are important for a startup?
Why the first 2 stages of Design thinking are important for a startup?Anuradha Sridharan
 
Build a Strong Sales Pitch When Selling Insurance
Build a Strong Sales Pitch When Selling InsuranceBuild a Strong Sales Pitch When Selling Insurance
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
 
Google Webinar Pt. 3: Testing for the Holidays
Google Webinar Pt. 3: Testing for the Holidays Google Webinar Pt. 3: Testing for the Holidays
Google Webinar Pt. 3: Testing for the Holidays Boost Media
 

Similar to The Key to Sales Success - Effective Follow-up (20)

Social Media Week Chicago: All Earned Media Not Equal
Social Media Week Chicago: All Earned Media Not EqualSocial Media Week Chicago: All Earned Media Not Equal
Social Media Week Chicago: All Earned Media Not Equal
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments Easy
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2
 
Facebook for Business
Facebook for BusinessFacebook for Business
Facebook for Business
 
Goals v05 01-12
Goals v05 01-12Goals v05 01-12
Goals v05 01-12
 
How to Measure the ROI of Social Media
How to Measure the ROI of Social MediaHow to Measure the ROI of Social Media
How to Measure the ROI of Social Media
 
8secretstosalesandmarketing
8secretstosalesandmarketing8secretstosalesandmarketing
8secretstosalesandmarketing
 
Quattro University Company Overview
Quattro University Company OverviewQuattro University Company Overview
Quattro University Company Overview
 
Increasing Sales & Leads with Social Media
Increasing Sales & Leads with Social MediaIncreasing Sales & Leads with Social Media
Increasing Sales & Leads with Social Media
 
10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales
 
How to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersHow to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into Customers
 
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call Businesses
 
Social Media Planning
Social Media PlanningSocial Media Planning
Social Media Planning
 
Generate More Leads & Customers!
Generate More Leads & Customers!Generate More Leads & Customers!
Generate More Leads & Customers!
 
SEMrush Philly Meetup - August 8, 2018
SEMrush Philly Meetup - August 8, 2018SEMrush Philly Meetup - August 8, 2018
SEMrush Philly Meetup - August 8, 2018
 
How to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsHow to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate Leads
 
Why the first 2 stages of Design thinking are important for a startup?
Why the first 2 stages of Design thinking are important for a startup?Why the first 2 stages of Design thinking are important for a startup?
Why the first 2 stages of Design thinking are important for a startup?
 
Build a Strong Sales Pitch When Selling Insurance
Build a Strong Sales Pitch When Selling InsuranceBuild a Strong Sales Pitch When Selling Insurance
Build a Strong Sales Pitch When Selling Insurance
 
Google Webinar Pt. 3: Testing for the Holidays
Google Webinar Pt. 3: Testing for the Holidays Google Webinar Pt. 3: Testing for the Holidays
Google Webinar Pt. 3: Testing for the Holidays
 

Recently uploaded

Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessAPCO
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..dlewis191
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 

Recently uploaded (20)

Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 

The Key to Sales Success - Effective Follow-up

  • 1. Effective Follow-Up Strategies By Paul Kirch Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 2. Paul Kirch, PRC is the founder of Actus Sales Intelligence, a firm created in 2009 to help the marketing research professionals achieve sales success through relationship building and strategies which create loyalty and trust. Paul Kirch, PRC CEO of Actus Sales Intelligence Actus is a Latin word meaning perfection, determination and complement. These are the words that make up the foundation of the brand Actus Sales Intelligence. Paul has a diverse background stemming from more than 25 years of professional experience. His early years were spent in operational roles at the world famous Gallup Organization, where he spent 10 years working with some of the largest companies in the world. In 2000, he took his first sales position, which opened his eyes to a new world of opportunities. This led on a journey of learning and development, which has benefited him since his first sales call. In 2009, after serving in a successful sales leadership role, he knew his next chapter would help him impact the lives of others through his own brand, called Actus Sales Intelligence, where the motto is “Sell Smarter.” Effective Follow-Up Strategies Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 3. Can You Hear Me? Following up on leads can be an extremely frustrating process. Prospecting and Lead Development at Events
  • 4. Prospecting Takes Time Consistency is Strategy Prospecting and Lead Development at Events
  • 5. They Told Me to Call They Said They Had Work for Me They Won’t Take My Calls They Said They Were A Decision Maker They Ignore My Emails They Aren’t A Sole Decision Maker Happy With Current Supplier A Waste of My Time? They Seemed Excited Follow-Up Frustration Wheel Effective Follow-Up Strategies
  • 6. Lead Nurturing Leads to W Working the Room Lead nurturing should focus on driving engagement. Follow-up, engage and you can celebrate your WINS! I Initiate Conversations N Next-Step Strategy S Selfless Approach Effective Follow-Up Strategies http://goo.gl/BaFcWV
  • 7. Avoid the Bogies egularity equencing ersistence ctions Effective Follow-Up Strategies Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 8. Persistence is Not Annoyance if Value Is the Focus Why Your Offerings? A Lack of Response is Not a Lack of Interest It’s About Them It’s Less About Your Needs Stay Top-of-mind Who Are They Thinking Of? Earn Their Trust Become a Resource Effective Follow-Up Strategies Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 9. The Key to Follow-Up A Lack of Response DOES NOT EQUAL A Lack of Interest Effective Follow-Up Strategies Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 10. How Often Do You Follow Up?1 Are You Consistent?2 What Methods Do You Avoid?3 What Assumptions are You Making? 4 Look at Your Approach Are You Only Picking Low-hanging Fruit? 5 Effective Follow-Up Strategies Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 11. Persistence Effective Follow-Up Strategies Most Sales People Follow-Up Too Infrequently 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on the 5th-12th contact Source: National Sales Executive Association Sales Executive Association Reality Check 8-10 Solid Efforts is the Minimum for Maximum Conversion Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 12. Why Persistence is Vital Effective Follow-Up Strategies • Do you believe you can help them? • Your Competitors are Following Up • You Can’t Win if They Don’t Think of You • Waiting for Your Phone to Ring Will Not Drive Sales • Often Sales is Timing • Your Value Must Be Shown • Forgotten Efforts are Truly Wasted Efforts Until You Are A Priority, You Are Not! Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 13. 1 Do You Smile and Dial? The Telephone is Still the Number One Sales Tool 2 Email? Today’s Version of Junkmail? 3 Newsletters Value-driven Messaging Opportunities4 Social Media Engagement Engagement or Introduction?5 Direct Mail? Cost Issues and False Perceptions Limit Use Effective Follow-Up Strategies What Methods Do You Use? Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 14. Their Contact Preference Effective Follow-Up Strategies Is Often the One they Can Run from Fastest! As You Respect their Request, Does Your Competitor Win the Race? Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 15. Effective Follow-Up Strategies Tools that Work Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 16. Voicemail or Not? Effective Follow-Up Strategies The True Purpose of Voicemail Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 17. Voicemail or Not? Effective Follow-Up Strategies The True Purpose of Voicemail It’s the Ultimate Top-of-Mind Awareness Tool! A Returned Voicemail Should Be a Goal, Not an Expectation Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 18. Effective Follow-Up Strategies Voicemail or Not? http://vcita.com Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 19. Effective Follow-Up Strategies Creative Outreach http://goo.gl/surSLz Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 20. Effective Follow-Up Strategies Stand Out Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 21. Are You Consistent?1 Do You Follow a Strategic Plan?2 Are You Tracking Conversions?3 Are You Memorable?4 What Next?5 Effective Follow-Up Strategies How Frequently Do You Reach Out? Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 22. Regularity/Frequency Effective Follow-Up Strategies Determined by: • Comfort Level • Manageable Volume • Warmth of Lead • Their Knowledge of You (are you known)? • Their Expressed Interest • Tools for Managing Process • Metrics Developed Over Time Metrics Can Be Proven Over a Period of Time Metric Tracking Can Directly Determine Sales Targeting Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 23. Frequency Concepts Effective Follow-Up Strategies Remember 8-10 Attempts is Recommended for Maximum Impact Warm Leads (Expressed Interest) Example of Follow-Up Cold Leads Example of Follow-Up • Initial Phone Call (Leave Voicemail) • Follow Up With Email In 1 to 2 Days (Reference Topic) • In 3 Business Days, Call Again (Voicemail Recommended) • In 1 Week, Reach Out Again (By Phone – Voicemail Optional) • At This Point, Follow Up with Email Immediately, Letting Them Know You’ll Follow Up Again If They Don’t Call Back or Respond • Schedule Next Telephone Attempt Two Weeks From That Date • Next Call Attempt Should Be No More Than One Month Out (Voicemail) • During This Time, Leverage Marketing Email, Direct Mail or Newsletter • Next Attempts Are Determined By Capacity Expressed Interest Requires Top-of-Mind Strategies to Ensure Engagement • Initial Phone Call (Do Not Leave Voicemail) • Follow Up With Introductory Email Immediately • In 3 Business Days, Call Again (Voicemail, Referencing Email) • Leverage Marketing Email, Direct Mail or Newsletter • In 1 Week, Call With Specific Call to Action (Voicemail Optional) • In 1 to 2 Days - Send Email Referencing “Why” You Want to Schedule (Referencing What You Know About Their Business and Whey You Provide Value Can Help) • In Two Weeks Call Again (Voicemail Must Be Focused on Call-to-Action) • At This Point, Leverage Email Sequence or Direct Mail Campaign • Continue Calling, Depending on Capacity (Next Call Two Weeks from Previous) Cold Leads Require Strong Call-to-Action and Research-Based Messaging (What You’ve Learned About Them and Why They “Need” Your Services) Voicemail is used for top-of-mind awareness. Message must be relevant and call-to-action based. Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 24. Scheduling Effective Follow-Up Strategies Determined by: • Potential Opportunity (Size, Synergy, Service Needs) • Available Time for Prospecting (Seller-Doer VS Dedicated Sales Role) • Comfort Level • Sales Targets • Your Value Messaging (Reasons to Call) • Marketing Support Available • Lead Sources Available Leverage Next-Step Strategies with All Efforts Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 25. Follow-Up Sequencing Effective Follow-Up Strategies Often Driven by Marketing Efforts, Follow-Up Sequencing Can Be Automated For Non-Responsive Prospects. • Triggered By Event(s) (RFI) • Sales Milestones (X # of Non-Response Attempts) • Promotion and Marketing Initiatives • Permission Based VS Non-Permission • Parallel to Other Sales Activity (Support Activity VS Stand-Alone Campaign) Sequencing Can Help You Reach New Sales Levels Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 26. Example Sequence Effective Follow-Up Strategies Sales Support Sequencing Method Approach Content Email 1 Engage and Provide Information A Thank You for Opting In With An Information Based Message (Why Your Firm Is A Perfect Partner) Email 2 Provide Educational Content A White Paper or Some “Value-based” Message Phone Trigger Phone Call Through CRM or Other System Reference Above Correspondence – Measure Interest Level Email 3 Invitation for Event Webinar or Online Demonstration Direct Mail Top-of-Mind Awareness Send Marketing Piece by Mail to Support Activities Email 4 Engagement Allow Them to Get to Know You Email 5 Content Marketing Article or Other Informational Content (Video, Audio, etc) Phone Value-based Call Reference Above Correspondence or Other Relevant Content Newsletter Value-based Messaging + Get to Know Your Firm Provide Actionable Content to Help Them See Value Sequencing Can Continue in Perpetuity or Have a Fixed End-Date. Tools – Aweber.com, Salesforce.com, etc. Learn to Write Email Sequences: http://autorespondermadness.com/ Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 27. Want More? Contact me at follow-up@ActusSales.com to receive updates. Paul Kirch, PRC CEO of Actus Sales Intelligence Effective Follow-Up Strategies The Ultimate Follow-Up Guide - Coming Soon Book | Training Program Watch on YouTube at https://youtu.be/y5rReL-DSfk
  • 28. Contact Us Actus Sales Intelligence follow-up@actussales.com http://actussales.com Toll free: (844) 222-8876 Effective Follow-Up Strategies Watch on YouTube at https://youtu.be/y5rReL-DSfk