Follow Up or Fail…Get a Consistent CrossTernal System
by Dr. Steven Greene
How important is follow up to your success? Short Answer: Critical. It’s no secret that ‘the fortune is in the follow up”… countless pundits and gurus espouse consistent effective follow up… and for good reason. Sales are built on relationships and relationships take time – and FOLLOW UP – to develop.
So that begs the questions:
- What is the best way to follow up?
- And if you are busy trying to make a sale… where do you find the time to follow up?
- How much is too much?
- How much is too little?
- What are the best ways to follow up?
Here is a simple exercise that we do with our CrossTernal Method clients and protégées to create simple, consistent and easy to access follow up templates that you can use right now.
Create a set of five follow up emails that you can send to a prospect. Once these are created they can be pasted into emails and modified as needed for maximum personalization. The key here is to be systematic and to save time. Many of our clients used to waste time composing a new email each time they met someone in person or online. They kept reinventing the wheel. This is time consuming and inefficient and tends to be less effective since it lacks a consistent message. So let’s get a consistent system that will breed consistent results.
Examples of purpose of communication:
1. Confirm interest: You connected with someone now confirm that you have a mutual interest and a reason to pursue the relationship.
2. Offer to send information: Confirm that there is an interest in learning more about your product / service (and offer to receive their information as well).
3. Ask About Their Business: Ask what they have to offer. (it’s not all about you!!) and
4. Provide Value: Provide something of value. Try to make this as specific to your prospect. Search the web etc for relevant content.
5. Request a meeting / phone call: The fifth should ask for a meeting or more direct follow up.
If you create these emails in a word processor and save them in a file, they are easily available and easy to modify as needed. The point is more that you do not have to, nor do you want to reinvent the wheel every time you meet a new prospect. Consistency in follow up is not just about doing it… it’s also what you say and when you say it. More info and more follow up and business tips… www.crossternal.com Future blog posts will present a series of sample emails that you can use as templates.
Author: Dr. Steven Greene… Founder of CrossTernal Methodology… He has helped over 4000 people reach their goals. 1 877 269 8599
