Fortune is in the Follow-Fortune is in the Follow-upup

Presented byEverett O’Keefe, SOC Senior Manager

Two-time Eagle’s Nester&

Kathy Paauw, SOC ExecutiveFour-time Eagle’s Nester

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WHO WE ARE

• KATHY PAAUW– Wife of 27 years– Mother– Executive– Professional Life Coach– Productivity Consultant– Professional Singer

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WHO WE ARE

• EVERETT O’KEEFE– Husband of 17 years!– Father of 3– Senior Manager – Expert Witness– Private Pilot– Worship Team

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OBJECTIVES

• Learn why follow up is essential to building your SOC business.

• Learn how to follow up – methods & tips.

• Learn about some valuable resources that can assist you with follow-up.

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WHATEVER YOU DO, MAKE IT YOU!

• Customize what you learn at convention.

• Sales approach (Jim Packard) vs.. relational approach (Jordan Adler) – neither are right or wrong, just different.

• Be true to yourself and use a style that is best suited to you.

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STORIES

• Kathy – using cards for birthday and pre-holiday campaigns pushes fence-sitters off the fence

• Everett – long-term effect of cards and relationships

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WHY FOLLOW-UP IS SO IMPORTANT

2% of sales made - 1st contact3% of sales made - 2nd contact5% of sales made - 3rd contact10% of sales made - 4th contact80% of sales made - 5th -12th contact

Most sales are made between the 5th & 12th contact!

-National Sales Executive AssociationE

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SALES STATISTICS

• 48% of people give up after 1st contact

• 25% give up after 2nd contact

• 12% give up after 3rd contact

• 5% give up after 4th contact

• 80% of sales are made after 5+ contacts.

The Moral of the Story

Make more Make more contacts!contacts!

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To follow up or not to follow up…that is the question!

• Assume that all prospects want and need SOC and will sign up for an account TODAY.

• If they are not ready to move ahead at the time of the GAW, put a follow-up plan in place for everyone unless they tell you they have no interest and don’t want to hear from you again.

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FOLLOW UP STARTS DURING GAW

Add to NOTES field in Contact Manager after you end the call:

Date of GAW What are their hot buttons? What do they like? How will they use the account? What are their goals? What’s important to

them? What are their objections? Ask “What’s the best way for me to follow-up

with you?” -- write down their response.E

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SCHEDULE FOLLOW-UP BEFORE ENDING THE GAW!

“Would it be alright if I follow up with you next week? What day would be best for

you? What is the best time on that day?...

Great, I’ll call you Tuesday at 3!”

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REMINDERS & TOOLS

There’s no right or wrong way.

Whatever reminders or tools you choose, find something that works and

DO IT CONSISTENTLY!

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REMINDERS

• Note in your paper or electronic calendar for next follow up – color code GAWs for easy identification in your calendar.

• 3 x 5 card system in tickler file – remind you to check Contact Manager notes and follow up appropriately.

• Follow-up Sheet or Daily 8 Score sheet – paper or electronic format.

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FOLLOW-UP

• Prospects

• SOC Customers:– Get them engaged in using their account– Update them about new features and enhancements (examples: 3-

panel cards, gifts, new features)– Do they need help with how to create and send a campaign or how to

import contacts? Do they need to use a virtual assistant for anything?

• SOC Distributors:– Schedule training call(s)– Assistance with getting their WML started and setting up 3-way calls– Invite to team calls, TER, EFTBN– Accountability check-ins

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FOLLOW-UP: BY PHONE

• Voice Mail Message: Speak to their goals and needs (refer to your notes for this)

• If they answer the phone, be respectful: “Is this a good time to talk?” IF NOT: “When would be a better time for me to call you back?”

• How to say it?– Smiling– NOT desperate or pushy– Not run of the mill

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Not Your Typical Sales Call

• "Hey there, this is Jim Packard. This is my second call to you. I just read in a book the other day that it takes an average of 5 calls to reach someone, so you know I will be calling you at least 5 times to get in touch with you. If you want to save me a few calls, you can reach me at…."

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• "Hey there! This is Jim calling. Now I know there is a fine line between follow-up and stalking. If you ever feel like I am crossing that line, give me a call and let me know. Otherwise, I am just going to assume you are busy like most people and keep calling you until we get in touch. My number is…."

Not Your Typical Sales Call

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• Don’t be defeated!– “Well you probably wont be interested in

this….”– “This is probably too expensive for you….”

• Don’t be rude or overly aggressive!– “Why aren’t you calling me back?”– “You said you would call!”

What NOT to Say!

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• “I just want to make sure you are doing okay. I know from the kind of person you are that you return calls promptly. Since I haven’t heard from you, I was getting a bit concerned. Please call me if only to let know everything is okay.”

Instead, Try This…

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• Be Prompt• Be Sincere• Don’t be promotional• Make it about them – begin with “you” or

“your” • Speak to their interests and needs• Use Picture Plus!

Thank You Cards

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• In “Workplace” section of card catalog

• Make them fun or sincere. Be you!

• Use Picture Plus!

Appointment Reminder Cards

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Promotional Cards

• In “Business Building” and “SendOutCards” sections of catalog

• Don’t go into detail about SOC• Speak to their needs:

– Referral marketing– Client follow-up– Birthday (relationship-building – NO sales)– Cost or ease of use– Personal– Gifts– Income opportunity

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• Thanks to Phebe Trotman!

• Compares Old vs New way to send cards!

• Shared in Campaign Vault!– Instructions on last page of handout!

Great Promotional Campaign

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• DVD (Free plus additional postage)

• Newspaper insert

• Info Pack: (DVD, Newspaper Insert and Image Brochure!) Costs $1 plus 36 cents additional postage

Use Inserts!

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• Powerful

• Personal

• WAY beyond what is expected

• Makes you stand out above the crowd

• Added benefits!– Teaches them to send gifts– Makes them more successful– You receive commission on gifts

Use Gifts!

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• Autopilot

• Consistent– Even when you can’t be– Keeps contacts warm for you!– Shows them the power of campaigns

• Sample campaigns – Various campaign vaults (see resources page)

How About Campaigns?

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• Example: In Kathy’s 12 Piece Followup campaign, the January "National Handwriting Month" card indicates that the card is in "my own handwriting."  When a card is transferred from one account to another, it automatically saves customized fonts in Standard font. 

• Edit the contact info and style (so it sounds

like you) AFTER you transfer it to yourself! 

Edit Forwarded Campaigns!

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• Example cards – Pictures of prospect and you– Pictures of their

loved ones or interests

• Fun cards– Voice and thought

bubble cards

– Sign cards– Self-deprecating cards– Vacation cards– More?

Use PicturePlus!

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• Free• Easy• Can be automated• Not as personal

– Why do you think SOC Cards are so powerful?– Cater to recipient’s preferences:

• Some people prefer email vs. phone• Email may be faster for some prospects• Use mixture of methods (cards, calls, emails, gifts, etc)

Follow-up by Email

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• Be where they are!– Networking events

– Association meetings– Social gatherings

• Low pressure - May not be about business at all!• Fun

• Develops relationships

“On-Purpose Bump-ins!”

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• Mixture of methods– Campaigns– Periodic calls

• Offer to reactivate gift account---HOLIDAYS!

– Networking– Remembering things important to your client

• Birthdays• Holidays• Appreciation (gifts)• Struggles/Encouragement

Long-Term Follow-Up

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• Sincere

• Long-term

• Not only about business!

“You will get all you want in life if you help enough other people

get what they want.”

-Zig Ziglar

Develop & Maintain a Relationship That Is…

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• Don’t get hung up on one or two prospects!• Have your pipeline full!• The problem should not be finding prospects

but keep track of them all!• And when someone:

– Disappoints you– Upsets you– Betrays you– Ignores you

The Power of NEXT!

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BE CONSISTENT!!!– Daily 8 every day

• Don’t limit yourself to 8! That is for Part-time people.

• Consider Daily 16 or Daily 24!

– Use Daily 8 Scorecard:

www.thedaily8.com

The Most Important Things!

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• Keep record:• Use Prospect Follow Up Sheet • Use a spreadsheet on your computer• Use a whiteboard• Use a legal pad• Just use SOMETHING written!

– Visually see your progress– Keep people from falling through cracks.

The Most Important Things!

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• Make These Promises!

– I promise I will relentlessly but professionally follow each lead.

– I promise I will not stop following a lead until I have made at least 5 contacts, or until they ask me to stop.

– I promise to have FUN!!!!!

The Most Important Things!

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