Yesterday, I once again reminded you of the importance of following up on leads (I'm sure I've written about it several times before).
I told you about the stat that 80% of sales require 5 follow ups (on average).
Hopefully, if you're not big on follow up, I've made you think about taking follow up more seriously.
I assure you -- it's hugely important.
... and will make you A LOT more money than not doing it.
But the question many people have is:
How Can I Follow Up Without
Being Annoying and Without Sounding Desperate?
I'll share my favorite follow up secret with you. It's called:"But Wait, There's More!"
The idea is, every time you follow up (let's say by email), you give the person one new piece of information related to the product/service, related to the industry, related to the competition, etc.
That way, when you're following up, it's not you "bugging" them about why they haven't hired you...
... it becomes you sharing some piece of information that adds value to your communication.
For Example, It Goes Something Like This...
"Hi Bill, I'm just touching base with you because as of last week, you still hadn't hired a Realtor, and I have some great homes to show you.
I also thought about you this morning when I read an important stat about the public schools in the neighborhood you were interested in. I think you'll find this to be important.
It turns out that for the past five years, the public school ratings have been steadily increasing... and just LAST WEEK the high school received its first ever A Rating. I'm sure that makes you happy because your son Mark would be going there.
Listen, why don't we talk more about this over coffee? I'll show you more of the research I found and hopefully, you'll see why I am the Realtor you should go with.
How is this Thursday in the afternoon?"
Although that was technically a "follow up" communication, you also gave him valuable information -- something he probably didn't know.
You can provide a new tidbit of info, a statistic, a news story, some research or anything new that they probably don't know about.
Your "annoying" follow up becomes a welcomed follow through.
And that's how you do follow up!
