Are You Just Being Annoying?
Have you ever thought about how your follow up message makes the person on the other side of your communication feel?
It seems easy to do, and is preached back and forth from here to China…
But the reality is that most salespeople NEVER put themselves in their prospect’s shoes before following up!
And that’s a big reason why most salespeople stop following up after only a couple of attempts…
Because they’ve put a lot of effort into follow up in the past, and never gotten any return on their effort.
But here’s a better way…
Never Follow Up Unless You’re Adding VALUE
Imagine yourself on the other end of a follow up message (phone, email, text, etc.)…
You were doing something completely unrelated to the salesperson’s company, probably trying to meet a deadline on something, stressed out about 10 other things, and maybe still wondering why you chose to get the tuna salad from the gas station the night before.
And then all of a sudden, they get a random call from you – or an email – asking “for an update on your interest in their product”…
Or “if you looked at their previous email yet”.
What would your reaction to that be? Probably something to the effect of “I don’t don’t have anything new, call back in a few weeks”…
And if it’s email, you probably don’t respond at all.
Now ask yourself why you might not have a positive reaction to that, and you might find that it’s because there is no value GIVEN by the salesperson!
How to Follow Up With Value
You’re going to have much better results by providing your clients with some type of VALUE with every interaction.
That means that your client is actually getting something from you that either makes them feel good or helps them in some way!
So ask yourself, how could you either make your clients feel good, helps them in their business, help them save or make money, anything like that?
To get your juices flowing, here are some thing that I like to use:
- Blogs
- Industry News
- New Product Announcements
- Special Offers
- Educate Them on Something
- Case Studies/Success Stories
- Memes
- “Thinking of you” Message
- How To’s
Most of these can be done on the phone or in email, so you can mix up how you keep your client’s attention.
The Final Point
Although nothing works anywhere close to 100% of the time, you want your personal brand to be one of adding value, not sucking value.
You will have MUCH better results when you are bringing the value train with every interaction, and you are also separating yourself from every other salesperson and business that your clients are interacting with everyday.
This extra effort will pay off 100x over your career, and you can’t afford not to do this!
And if you CAN afford not to add value, why are you reading my blog??? 🙂
-Jake Martincic
JakeMartincic.com 