The 7 Secrets to Effective Follow Up - Secret #6

So why do customers leave...REALLY? This may be an eye opener for some of you...a whopping 68% of your customers will leave because of "Perceived Indifference". What does that mean? It means every month that goes by that you don't have contact with your customer, you lose 10% of your influence over them.

Let me give you a real life example - let's say you just started dating a potential mate. Things progress well, you're spending all your free time together and you mutually decide to have an exclusive relationship. 6 months into the relationship, your partner ignores you when you spend time together, never gives you eye contact, never calls, never smiles...would you still be enchanted with him or her? Most likely, you're looking for the exit.

This is similar when we're pursuing potential prospects - we're calling them, meeting for coffee to get to know each other, putting our best foot forward, and they make the decision to become your customer. Many times, we're off to the next prospect and concentrate on the new potential.

We have a lot of distractions that tug on us all day long...what small shift can you make that would make a difference in staying focused? Some suggestions: Get up 15 minutes earlier - take that time for quiet meditation. Take 30 minutes all to yourself - (shut off your phone, FB, Pinterest, etc) go for a walk, go to your favorite bookstore. Block out time in your schedule for 15 minutes to reach out to your customer - check on how they are going. Will this be the year you make this conscience choice?

Interesting days

Today - Lemon Meringue Pie Day, Relaxation Day and Best Friends Day

Tomorrow - Wave At The Surveillance Cameras Day, Tell A Joke Day, Airborne Day and Rollercoaster Day

Next Monday - Take Your Cat to the Vet Day and Be An Angel Day 

September 15 - Greenpeace Day,  International Dot Day, Felt Hat Day and Make A Hat Day Maybe make a polka dot felt hat today?

 

The Funday Sunnies

Interesting days

Today - Social Security Day and Creamsicle Day

At Arby's! 

Orange Cream Shake

– Limited Time –

Your days of ice-cream-truck chasing are over. Get all the creamy popsicle flavor with none of the drippy, sticky popsicle mess. This shake is the perfect summer treat.

Tomorrow - Lemon Meringue Pie Day, Best Friends Day and Relaxation Day Although relaxation sounds good, I start my work week today

Next Sunday - Poet's Day and Spumoni Day

September 14 - Eat a Hoagie Day

Your weekend guide to interesting days

Today - Garage Sale Day, Ecological Debt Day, International Lefthanders Day and Middle Child's Day

Tomorrow - Social Security Day and Creamsicle Day

Next Saturday - World Mosquito Day, International Homeless Animals Day, Chocolate Pecan Pie Day and World Honey Bee Day

September 13 - Roald Dahl Day, Kids Take Over The Kitchen Day, Positive Thinking Day, Defy Superstition Day, Fortune Cookie Day and Peanut Day

The Friday Fishwrap

All the news that's fit to wrap around a dead fish

The week in review

Monday - "The 7 Secrets to Effective Follow Up - Secret #3" Leading up to our SendOutCards event with Jay McHugh next week

Tuesday - "The 7 Secrets to Effective Follow Up - Secret #4"

Wednesday - "The 7 Secrets to Effective Follow Up - Secret #5"

Thursday - "The fortune is in the ___________? #TBT" How's your follow up?

Interesting days

This week

Saturday - Wiggle Your Toes Day, Sandcastle Day, Root Beer Float Day, Mustard Day, Mead Day and Fresh Breath Day

Sunday - India Pale Ale Day, Lighthouse Day, Particularly Preposterous Packaging Day, Doll Day, Sisters' Day, Psychic Day and Friendship Day

Monday - Odie Day, Bowling Day, International Cat Day and Happiness Happens Day

Tuesday - Book Lovers Day and Rice Pudding Day

Wednesday - Skyscraper Appreciation Day, Duran Duran Appreciation Day, Lazy Day, S'mores Day and World Lion Day

Thursday - Son and Daughter Day, Ingersoll Day and Play In The Sand Day

Today - International Youth Day and Vinyl Record Day

Next week

Tomorrow - Garage Sale Day, Ecological Debt Day, International Lefthanders Day and Middle Child's Day

Sunday - Social Security Day and Creamsicle Day

Monday - Lemon Meringue Pie Day, Relaxation Day and Best Friends Day

Tuesday - Wave At The Surveillance Cameras Day, Tell A Joke Day, Airborne Day and Rollercoaster Day

Wednesday - Thrift Shop Day and Black Cat Appreciation Day

Thursday - Mail Order Catalog Day and Bad Poetry Day

Friday - Photography Day, World Humanitarian Day, Aviation Day and Men's Grooming Day

Next month

September 6 - Another Look Unlimited Day, Fight Procrastination Day and Read a Book Day

September 7 - Buy a Book Day and Salami Day

September 8 - Literacy Day, Pardon Day, World Physical Therapy Day and Iguana Awareness Day

September 9 - Wonderful Weirdos Day, Hug Your Boss Day and Teddy Bear Day

September 10 - Swap Ideas Day

September 11 - Patriot Day, No News is Good News Day, Grandparent's Day, Hug Your Hound Day, Hot Cross Bun Day and Make Your Bed Day

September 12 - Boss/Employee Exchange Day, Video Games Day, Programmers' Day and Chocolate Milk Shake Day

The fortune is in the ___________? #TBT

Since our two events are coming up next week, I thought it was a good time to share this post from last month:

If you're a business owner or sales professional, then you've probably heard that statement a thousand times. But is your followup as good as you'd like it to be?

Some of you may have seen it before, but it's worth sharing it again:

Fifty percent of the salespeople are selling to only 2% of the market! And only 10% of the salespeople are going after 90% of the market. What does this mean to you? If you aren't currently following up with your contacts but you start following up with them three times, your sales should quintuple. And if you keep following up, your sales could be 40X more than they are now!

But how can you effectively followup with your prospects? The absolute best followup tool is called SendOutCards. And here's how it works:

Jordan Adler, the author of the book "Beach Money" and the top earner in SendOutCards, spoke at the event I was at in Las Vegas over the weekend and told the story of how he sent birthday cards and holiday cards to one prospect for 8 years before he signed up as a distributor. Jordan's total investment? 16 cards times $1.64 per card = $26.24 and about 2 minutes per year!

And to teach you how to use SendOutCards effectively in your business, we've invited realtor extraordinaire, Jay McHugh from Boston, to come to the San Francisco Bay Area to speak live at two events August 17 in Los Gatos and August 18 in Fremont.

Jay McHugh of LAER Realty Partners, 25 year real estate agent ... accomplished business owner ... speaker and Sr. Manager at SendOutCards

Jay and his wife Stacey have grown their real estate business to over a Billion Dollars in sales using SendOutCards.

Changing the mindset of appreciating from the beginning of the relationship ensures better process and a consistent flow of business.

Jay has seen remarkable success using SendOutCards not only in sales, recruiting, but also in sharing the system to his preferred vendor partners.

Come learn many dynamic examples of using SendOutCards as a customer and as a business builder.

Los Gatos registration:

http://www.eventbrite.com/e/increase-your-revenue-with-jay-mchugh-tickets-3011037093?ref=ebtn

Fremont registration:

https://www.eventbrite.com/e/increase-your-revenue-with-jay-mchugh-tickets-26534666903

Although Jay's presentation is focused on realtors, the information and examples that Jay shares apply to every business owner and sales professional!

Come to one of the events and learn how to tap into the 90% of the marketplace that's virtually untouched! See you there.

Interesting days

Today - Son and Daughter Day, Ingersoll Day and Play In The Sand Day

Tomorrow - International Youth Day and Vinyl Record Day

Next Thursday - Mail Order Catalog Day and Bad Poetry Day

September 11 - Patriot Day, No News is Good News Day, Grandparent's Day, Hug Your Hound Day, Hot Cross Bun Day and Make Your Bed Day And here's why you should make it every day!

The 7 Secrets to Effective Follow Up - Secret #5

These statistics are critical to understanding why you may not be seeing the results in your business the way you'd like. Truth time...what are your stats? You don't have to share them here, but it may open your eyes and help you move past your fear/reluctance of following up with your prospects.

What is it worth to you to increase your business by 80%? Is your "why" big enough to reach for this? Do you want to pay off debt? Do you want to save for your children's college fund? Do you want to take your dream vacation, not just once in your lifetime, but whenever, and wherever you want? How hungry are you? How big is your belief that what you represent is the answer to a problem for someone? It is no coincidence that the word "Sales" = "Service" if you reprogram your thoughts that you are not "selling" you are "serving" each person you follow up with then you will be able to increase your reach. 

We can help you reduce the number of follow up touches and increase your likelihood of growing your business & customer base.

48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
Only 10% of sales people make more than three contacts

But:

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 through twelfth contact

So, half the sales people are fighting over the same 2% of the marketplace while only 10% of the sales people are reaching a whopping 90% of the marketplace.

Interesting days

Today - Skyscraper Appreciation Day, Duran Duran Appreciation Day, Lazy Day, S'mores Day and World Lion Day

Tomorrow - Son and Daughter Day, Ingersoll Day and Play In The Sand Day

Next Wednesday - Thrift Shop Day and Black Cat Appreciation Day

September 10 - Swap Ideas Day

The 7 Secrets to Effective Follow Up - Secret # 4

The latest statistics show that people are 90% more likely to answer your text vs your phone call (even if they see your call coming in, they will let it go to voice mail, then will text you back "Hey, what's up?" Let's face it we live in an era where Twitter drives our communication to be within 140 characters and Snap Chat is instantaneous.

In an article posted by Mobile Commons in 2014: When people think about mobile marketing, millennials and young people immediately comes to mind. However, a recent Nielsen study shows that people aged 45-64 are actually the fastest growing demographic on the mobile frontier. Baby boomer’s mobile usage is, well, booming. Within the next 5 years, baby boomers are projected to hold 70% of US disposable income and buy 49% of total consumer-packaged goods. So why should your company use mobile to engage this group of growing consumers?

• By 2015, people aged 50 and older will represent 45% of the U.S. population. • 81% of baby boomers own a mobile phone, and 85% use it for text messaging. • People aged 55-64 send and receive an average of 80 text messages per month, and senior citizens 65+ average at 32 text messages per month! Companies who want to stay competitive need to develop a mobile strategy that fits in with this valuable demographics’ needs and text messaging is the number one way to bridge the gap.

Mobile connects boomers to the world around them, offers them the services and convenience that they want, and drives more sales. It’s become the premiere marketing choice for companies dedicated to staying on the cutting edge of communication—are you one of them?""

Text Message is the Best Way to Get Boomers to Take Action

Baby boomers are not only avid mobile users, they are avid consumers of media. Baby boomers are the main growth drivers behind Facebook and Twitter and average three hours per day in front of the television. Adding a mobile call to action to your existing media campaigns is not only the best way to maximize your cross channel marketing, it is also the best way to reach baby boomers and get them to take action.

A text call to action during a TV commercial can generate 325% more action than a web call to action

A text call to action can drive 25-30 times more action than email and social media

Interesting days

Today - Book Lovers Day and Rice Pudding Day

Tomorrow - Skyscraper Appreciation Day, Duran Duran Appreciation Day, Lazy Day, S'mores Day and World Lion Day

Next Tuesday - Mail Order Catalog Day and Bad Poetry Day

September 9 - Wonderful Weirdos Day and Hug Your Boss Day I have a really good boss, but I've never met her so it might be strange if I flew up to Seattle just to hug her! And Ben says that every day should be Teddy Bear Day