I can’t recollect the percentages, but I remember reading that it can take up to seven follow ups for someone to convert. There is good reason for this. It might surprise you.
When someone doesn’t get back to you or fails to do something that they said they were going to do, don’t take it personally. One of the main reasons for people not taking action is that they get distracted.
I sometimes scroll through my Facebook messages and find links and videos that I promised I would watch. I feel bad for not doing so, but I am human just like the rest of us.
So, how do you follow-up with someone who you have had a conversation with? Maybe they have expressed interest, they may have been skeptical or perhaps peered at you a bit from the fence they are sitting on.
When you contact them, remind them of your previous conversation
Hope all is well with you and that you are having a great week. I see you went to Brussels for the weekend, how was that?
The reason I am contacting you is that I wanted to follow-up on our chat the other night about the lead generation company that I am with. You recollect that I mentioned that you could join for free?”
Then start the line of talking. Don’t do the hard-line sell EVER. Find out what their issues are. For instance as in above, is David having issues getting referrals? Does he have a lead generation system? Don’t be afraid to tackle these issues head on. If David says he isn’t really interested in a lead generation system, politely ask him how he plans to build his list and ask what he is currently doing.
Stay pleasant and friendly but get to the core of what your prospect needs. If he says he will check it out, suggest a time for when you can catch up again based on when he says he will do it. Tell him you will contact him at an arranged date and time and follow through again.
Remember, everyone has busy lives. When they don’t do what they say they are going to do, it is not a personal rejection of you.
The only thing remaining to impart is that you must do what YOU say you ARE going to do, regardless. Tardiness is not a good trait to have in this business, so keep your appointments.
… Positive Mentoring by Jan …