How
often do you go to an event, of any kind, and expect instant results when it
comes to a return on your investment? This kind of thinking is what can destroy any type of business.
For those of you who are
gardeners, or who live on/near farms, you will probably know and understand
that planting and harvesting never happen in the same moment of time. The same is true in business. You plant a seed, you nurture that seed
and then you reap the harvest. To think differently in growing your business
and making money causes me to shake my head. Where does that thinking come
from? I know, for sure, it does not serve you well.
I am often asked about my own
practices when it comes to follow-up and that's what I want to share with you
in today's article. Keep in mind that
there are different steps for different scenarios - so I am going to give you
some generic steps to consider and implement.
1) Have a clear and compelling
message.
Whether I am attending a local networking event
or speaking on a stage at a major event, it all comes down to your message -
the solution you provide. Is your message clear and compelling? Does it address
the needs of the audience/person you are talking to? That's the absolute first
requirement. Otherwise, you may be in the wrong place at the wrong time with
the wrong people - and that's just a waste of time, energy, resources and above
all your reputation.
Action Step:
Practice your message/presentation many, many,
many times. It will require tweaking until you get really, really good at this.
And, even so, keep practicing. When people start to learn in and ask questions,
then you know you've hit the nail on the head. Practice in the mirror. Practice
out loud. Practice with a friend. Practice on the phone. Then, get out there in
front of people, and practice some more. And as we all know practice makes perfect.
2) Keep in mind this is the blind date.
Just because you've delivered a clear
introduction and/or presentation, doesn't necessarily mean the next step is
that you close the sale. (Hey, sometimes it does happen and hooray when it
does!) For the most part, however, that first encounter is like a blind date.
Now you know it's up to you to take things to the next step.
Action Step:
Ensure you have a way of getting contact
information from your audience when you are speaking. This is the key; at a
networking event, this does not mean pushing your business card on to someone.
Always get a person's contact information and then have a system in place for
appropriate follow-up.
3) Consistency counts.
And this is where/when most entrepreneurs just
drop the ball! Consistency counts. From my own observations, this is really a
mindset issue more so than a systems or process issue. So many entrepreneurs I
speak to tell me 'I don't want to bother people'; really? Do you believe in
what you have to offer or not? Do you believe that the solution you provide
helps people? If yes, then get over yourself!
Action Step:
Change your thinking! This is the absolute first
step in growing your business and with being consistent in your follow up.
People are busy. They have lives outside of work. They are not thinking about you
as much as you are thinking about yourself. You have a gift and when you have
been in the presence of people who need what you have to offer - get it to
them! Do whatever it takes.
In the end I would like to share with you some statistics that should catch your attention. I'm sure that this sales statistics will shock you as it relates to the follow up process:
48%
of sales people never follow up with a prospect.
25% of sales people make a
second contact and stop.
Only 12% of sales people make
more than three contacts.
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the
fifth to twelfth contact
Creating and using a
follow up system is a guaranteed way to make your business thrive. Nothing more
can be said.
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