FOLLOW UP IS KEY TO CREATING A SUCCESSFUL SALES SYSTEM
THE PROBLEM IS THAT FOLLOW UP IS OFTEN FORGOTTEN IN THE PROCESS … CAUSING A DRAMATIC LOSS IN SALES INCOME! I'm Wanda Allen and I have been been developing systems for corporations for over 25 years. As a Banker, one day I was asked by a prospect’s office manager if I was going to be one of those bankers who only followed up in the beginning,
and once the client’s accounts were opened they would no longer hear from me. I knew in that moment that I had to figure out a way to not only follow up on the prospecting side, but I had to find a way to consistently stay in touch with my clients. I coupled this skill with the understanding of how critical following up and staying in touch with clients is in the sales process. Throughout my banking career I often heard comments from my clients, prospects and referral sources such as … “you always call when you say you will”, “you always stay in touch” “you never forget my birthday”. At the time I didn’t pay much attention to these comments, but these comments helped me see that, in general, most sales people and business owners struggle in the area of follow up. I saw this as an opportunity and it gave me a mission to build my business knowing how much these skills needed to be taught to others. That’s when I decided to share her follow up strategies and proven systems with other business owners, organizations and sales professionals when I launched my own company. I have developed a proven follow up system and strategies that are tried, tested, proven and effective. These strategies will dramatically increase sales, significantly increase pipelines and strengthen relationships. I'm also the author of the books: Follow Up Savvy and Follow Up Sales Strategies. I also have a strong sales background and have worked with sales teams throughout my 25 year corporate career. Teaming these two skills made me one of the country’s leading sales follow up coaches. I teach workshops to sales teams, offers individual coaching programs and speak to business organizations and associations. Did you know that 80% of sales are made between the 5th and 12th contact? Shockingly only 10% of salespeople make more than 3 contacts when following up with prospects. Because most salespeople have not been taught how to effectively follow up and don’t actually ‘see’ the high value, trust and loyalty it creates which will increase sales. People in sales often hope and expect to do business the first time they meet a new prospect. Yet studies reveal that only 2% of sales occur after the first meeting. The other 98% will only buy once a certain level of trust has been built up … and trust is built first through effective follow up. Business people who follow up get to know their prospects and their clients better. They understand their issues; solve their problems; and provide solutions. They build quality relationships by engaging in follow up. And the best way to create good follow up is to have a proven system in place ahead of time. Have you ever expressed your interest in a product or service but never heard back from the salesperson or company again? Not only is this a poor business practice – it’s costing organizations millions of dollars each year. Research shows that only 20% of sales leads are ever followed up. In other words, 80% of potential opportunities are lost simply due to lack of follow-up. People and companies who don’t follow up will have a hard time succeeding in today’s competitive marketplace. The fact is that good follow up = great sales conversions. Wanda Allen, Founder of Follow Up Sales Strategies developed her proven follow up sales and service program to help business owners and sales professionals, just like you, make more sales by turning more prospects into long-term, loyal customers. THE FOLLOW UP SALES STRATEGY SYSTEM TEACHES YOU HOW TO:
- make follow up a daily habit and your main priority
- systematize your follow up work to support consistency
- systematize your follow up process to easily stay in touch with your prospects, referral sources, existing clients and past clients
- turn that stack of business cards back into ‘live’ active prospects
- learn a prospecting timeline that will ‘keep you in the sales funnel’ even when you’re being ignored.
