cc14 - tim wackel - art of effective follow up
DESCRIPTION
@timwackel @connectmembers #connectcon14TRANSCRIPT
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Email 101: Getting the Best Bang for your Email Buck
Vanessa MeinckeSales Training Expert & Executive Presentation Coach
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Stay Tuned…
Session Room A
Session Room C
11:15 AMTo
12:00 PM
Tim WackelWhen Prospects
Go Silent – Follow Up That Works
Tim WackelTurn Your Cold Calls into Gold
Calls
Scott LelandBuilding,
Maintaining, and Retaining Client
Bridges
Upcoming Sessions
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When Prospects Go Silent
Tim WackelSales Training Expert & Executive Presentation Coach
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What separates top performing sales reps from everyone else?
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CuriousHard working
PreparedTrustworthy
Professional
Competent
Empathetic
Reliable Credible
Consistent
Sincere Value
CreativeEnthusiastic
Friendly
Fun!
PassionAttentive Approachable
Persistent
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HardWork
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Mastery!
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The world doesn’t pay you
for what you know,
it pays
you for what you do!
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Red Green Black Blue
Black Red Blue Green
Blue Green Red Black
Green Blue Black Red
Black Blue Green Red
Red Green Black Blue
Green Black Blue Red
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Follow up or fail
Principle #1
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When do you give up?
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2% of sales are made on the 1st attempt
3% of sales are made on the 2nd attempt
5% of sales are made on the 3rd attempt
10% of sales are made on the 4th attempt
80% of sales are made after the 5th attempt
National Sales Executive Association
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46% of reps give up after 1st attempt
22% abort after 2nd unsuccessful attempt
14% never get past the 3rd try
Research firm PLC
82%
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Follow up?
Phone
Face to face
Certified mail
Unusual item
Post card
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Follow up?
Phone
Face to face
Certified mail
Unusual item
Post card
Lumpy mail
FedEx / UPS / courier
Valuable insights
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Follow up?
Phone
Face to face
Certified mail
Unusual item
Post card
Lumpy mail
FedEx / UPS / courier
Valuable insights
Handwritten note
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Plan your workWork your plan!
Principle #2
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2% of sales are made on the 1st attempt
3% of sales are made on the 2nd attempt
5% of sales are made on the 3rd attempt
10% of sales are made on the 4th attempt
80% of sales are made after the 5th attempt
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Attempt When How What
1
2
3
4
5
6
7
9/22
10/7
10/13
10/21
10/29
11/3
10/1
Phone
Package
Note
Postcard
Phone
Intro, value prop, appt
Interesting stat – let’s talk
Sales tips booklet
News you can use
Are your reps persistent?
Should I stay or go?
Wishing you all the best
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Dear John,
I haven’t heard anything back from you so I’m assuming your interest might be slipping. Wanted to demonstrate my persistence without becoming a pest!!!
Here is a quick re-cap of what I’m trying to connect with you…(clear, concise, compelling value proposition goes here)
Please just hit reply, type one of the following three numbers into your response and push send. I’ll take it from there.
#1. Thanks anyway Tim, but there isn’t any interest in moving forward – ever!
#2. Glad you’re touching base. Please call me to start discussing specifics
#3. Timing isn’t right. Check back with me in a few months.
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Business gets better when you get better!
Principle #3
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30/20/10 Rule
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Upcoming FeaturesInsights Beyond Business Card
Predictive AnalyticsProspecting Tools
Data QualityUser Groups
Connect The DotsEngineering ExcellenceCommunity Programs
Top 10 Tips for Connect
Community VoiceMobile
Lunch ‘n Learn Now - Breakroom
*See your event guide for lunch topic overviews
Tweet your learnings, #Connectcon14 or @connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers
Upcoming FeaturesInsights Beyond Business Card
Predictive AnalyticsProspecting Tools
Data QualityUser Groups
Connect The DotsEngineering ExcellenceCommunity Programs
Top 10 Tips for Connect
Community VoiceMobile
Lunch ‘n Learn Now - Breakroom
*See your event guide for lunch topic overviews
Tweet your learnings, #Connectcon14 or @connectmembers
#connectcon14 @connectmembers facebook.com/connectmembers