Follow up is the gold – From cold to sold to convert leads to sales

6 step process for follow up after meeting a new contact
How to follow up after making new contact.

Nice to meet you, now what. The steps you need to take to turn those new contacts into gold.

Well done. You went out there and connected with some new people. Networking can feel daunting and you did it anyway! And, now what? What’s the secret to converting that new contact into a referral relationship or customer? Knowing what to say and how to say it without sounding cheesy can be a challenge too.

If you need to repeat it, automate it, as they say. So here’s the 6 step process I use and can recommend for you.

  1. Always send a quick thank you email or text the same day or the next day at the latest. This shows respect for the other person’s time by prioritizing a follow up to the conversation right away. It is more important to send this quickly, rather than for it to be a comprehensive or long email.
  2. Be yourself. Authenticity is always a good approach. To pretty much everything. Follow up emails are no different. Since people feel good when you listen to them, include something key you heard the contact you just met say. Use your own “voice” and keep it professional. That doesn’t mean uptight, just respectful.
  3. Make a positive observation about the person, company or project that this contact mentioned. Comment on how you can see this work achieving the goals or being successful. More good evidence of your effective listening skills and this creates the know, like and trust factors.
  4. Summarize the action items you agreed to do and include any you can in this email. If your follow up action requires more time or a separate email, outline how and when you will complete it.
  5. Thank your new contact for the action items they offered. Appreciation is always smart and it can be a helpful reminder to busy people who’s intentions are good and who’s schedules are full. They feel valued. More know like and trust development:-)
  6. Connect with your new contact on LinkedIn, Twitter and perhaps Facebook. You’re building your network and broadening that connection to social media channels is too important to miss. 

Need more customers? Want more website visitors? Looking for more revenue? Just announced! The RAISE Your Revenue Now! workshop.

Learn more

Do you have suggestions for making the follow up after making a new connection even better? Bring it! I’d love to see it, so share your comments below.

Follow up is the gold – From cold to sold to convert sales

Convert cold leads to sold customers with this sales system. From cold to sold.
Convert cold leads to sold customers with this sales system.

Nice to meet you, now what. The steps you need to take to turn those new contacts into gold.

Well done. You went out there and connected with some new people. Networking can feel daunting and you did it anyway! And, now what? What’s the secret to converting that new contact into a referral relationship or customer?

Knowing what to say and how to say it without sounding cheesy can be a challenge too. If you need to repeat it, automate it, as they say. So here’s the 6 step process I use and can recommend for you.

    1. Always send a quick thank you email or text the same day or the next day at the latest. This shows respect for the other person’s time by prioritizing a follow up to the conversation right away. It is more important to send this quickly, rather than for it to be a comprehensive or long email

  1. Be yourself. Authenticity is always a good approach. To pretty much everything. Follow up emails are no different. Since people feel good when you listen to them, include something key you heard the contact you just met say. Use your own “voice” and keep it professional. That doesn’t mean uptight, just respectful.
  2. Make a positive observation about the person, company or project that this contact mentioned. Comment on how you can see this work achieving the goals or being successful. More good evidence of your effective listening skills and this creates the know, like and trust factors.
  3. Summarize the action items you agreed to do and include any you can in this email. If your follow up action requires more time or a separate email, outline how and when you will complete it.
  4. Thank your new contact for the action items they offered. Appreciation is always smart and it can be a helpful reminder to busy people who’s intentions are good and who’s schedules are full. They feel valued. More know like and trust development:-)
  5. Connect with your new contact on LinkedIn, Twitter and perhaps Facebook. You’re building your network and broadening that connection to social media channels is too important to miss. 

Get the 17 sales hacks to convert cold leads to profit, with this free e-Book, “From Cold to Sold”. Download now for free!

Do you have suggestions for making the follow up after making a new connection even better? Bring it! I’d love to see it, so share your comments below.

Ready to give yourself a RAISE?

I recently presented my R.A.I.S.E. method for relationship building to increase income at the Texas Women in Business meeting at Austin Country Club. Get out your pen and get ready to take some notes. This is a really powerful system that works outrageously well to increase sales revenue, so you can give yourself a R.A.I.S.E.! Discover how to build relationship and financial wealth.

Schedule your FREE sales coaching session!

So if you’re wondering how to increase sales or give yourself a RAISE, watch this 3 minutes video and take me up on the offer for a free coaching session.  Investing even 15 minutes in your success can have a massive impact on your business and your life. YOU are worth it!

Sales Tip of the Week – Active Listening

One of the most powerful ways to increase sales is to listen. Active listening means you ask your prospect questions and focus on hearing their answers. People love to be heard because it makes them feel respected and valued.

Plus, active listening often reveals insights that help you determine how best to help them solve their problems or entertain them. This information helps you illustrate the value your product or service offers, which helps you close the sale.

Active Listening – Sales Tip of the Week

 

Try it out and let me know how it works for you. I coach and train sales teams and entrepreneurs how to increase their income by 20 to 80%. Active listening is one of the most effective methods I coach my clients on developing. For a limited time, I’m offering a FREE 15 minutes Sales Strategy Session! Click the button below to schedule your session now. Spots are limited, so get yours on the calendar while you can!

Schedule a Free Session!

 

Are You Losing Money Because of Your Sales Blindspot?

Your sales blindspot could be costing you money. A lot of money. You could be missing out on sales and not even realize it. But you can’t fix a problem you can’t see.

Are you losing money because of your sales blindspot?
Are you losing money because of your sales blindspot?

Wouldn’t it be great if you buy a little sales blindspot mirror like you can for your car? That way you could see where you’re missing opportunities to make more money and fix them. But sales blindspot quick-fixes aren’t a thing…or are they?

Do you know what your sales blindspot is?

You may detest networking. Or maybe it’s following up with leads that isn’t your favorite thing to do. It could be you don’t know how to ask for the sale. As America’s #1 Master Confidence Strategist, Jan Goss-Gibson told me, “You can’t read the label from inside the bottle.” In other words, everyone has a blindspot, so don’t feel badly.

The Solution – Identify the area of sales where you struggle the most

Get a qualified sales expert to show you what you can’t see because you’re inside the bottle trying to read the label. Click here to schedule a free 15 minutes session with me to discover your sales blindspot. The link takes you right to my TimeTrade scheduling app.

Once you see what you’re not seeing, you can makes some shifts in your selling and reclaim that lost revenue.

Every business owner wants more sales.  What if you could discover a simple tip you could use that would get you more sales right away? Schedule a free session with me and I’ll show you how to increase revenue right away. You may want to take advantage of this offer now, since the free session slots are filling up quickly.

Discovering and removing you sales blindspot leads to a major increase in income. What part of the sales process do you struggle with the most? Leave your answer to this question in the comments. I look forward to seeing your answers.

3 Steps For Awesome Relationship Building – Keys to Success

In the era of customer experience is king, successful relationship building is key. Some people are naturally gifted in this art and some are not. We are all different, which is what makes the world an interesting place.

So, if you don’t already have relationship building skills honed to a fine point, there’s no reason to feel badly about yourself. We can’t all be ace at everything. (For example, don’t ask me to file your taxes. Orange is definitely not my best color and I doubt it’s yours).

If you find that pleasing others interferes with your own happiness or success, you’re not alone. Many of us have a tendency to be people pleasers. And it doesn’t have to be a permanent condition:-) I’m a reforming pleaser and discovered steps that help me experience more joy and peace by reprioritizing my thoughts and actions. I share these steps in my ebook “Stop Pleasing Others and Get More Joy in Life” and invite you to download a free copy. Click the link below to get your free ebook:

Get my ebook FREE!

Relationship building skills can be learned.

Here are 3 simple and impactful steps I use to nurture relationships. Try them out and let me know how they work for you.

1. Ask.

Be intensely curious about people. Ask a lot of questions about them. For example:

  • How do enjoy life when you’re not working?
  • What projects are you working on right now?
  • How do you define success for yourself and your business?
  • What challenges are you dealing with?
  • What do you enjoy most and least about your work?

Since people love to talk about themselves, this is easier than you might think. Their answers will give you insight to what they care about and the problems you (or someone you know) may be able to help them solve. Showing an interest in someone is the ideal first step to great relationship building.

2. Listen.

Have you ever tried the experiment of listening more than you talk in a conversation? If you have, did the person you were “talking” with say, “You are so easy to talk to”? If you haven’t, try it out sometime. The results can be a fascinating illustration of how much people love feeling heard.

Because people enjoy focusing on themselves (and that’s not a bad thing) it’s naturally a good thing to let them share ideas and insights with you.  It’s a human thing to connect, share, listen and feel heard. When you’re building relationships with humans, understanding this quality is invaluable. We are wired to connect and share our thoughts, ideas, feelings and experiences with people.

3. Reconnect.

Now that you have established some rapport and discovered what your contact values, the most important step is to follow-up with them. Staying connected is how you’ll nurture and build this relationship. Call or email with a brief message about how much you enjoyed talking with them and that you’d like to stay in touch. I also suggest mentioning something specific they talked about.

Also ask what social media they prefer and connect with them on those channels. LinkedIn is a given for most professionals, but find out if they like Instagram, Facebook, Twitter or Pinterest also. Most people have a couple of go-to channels they like.

The magic of successful relationship building is to continue nurturing.

Now you have a platform for nurturing that new business relationship. Use social media to develop your new relationships by liking, reposting and making comments (positive and insightful, never negative). I suggest doing this within the first week, and then at least every couple of weeks after that.

Finally, since nurturing a relationship takes time, stay in touch with your new contact by email or text regularly. You don’t want to stalk your new contact, but you do want to stay in touch. so I suggest checking in with them every month or so.

Finally, for more tips on ways to ramp your success, subscribe here . You can have a look at “Three Things Successful Entrepreneurs Do First Thing in the Morning”.

400% Increase in Referrals – The Success Story Video

Referrals are awesome! You know you’ve done a good job nurturing business relationships when your referral rate goes up by 400%!  That’s what one business coaching client saw as a result of the marketing and social media efforts. Watch the video below to see how we did it!

Hint: We didn’t have a marketing budget or dedicated marketing person. I worked with my client to create a plan that HE could implement and feel GOOD about. At first, he was worried he would dread contacting colleagues in his industry to network. He thought, “Ugh, I hate calling people to ASK them for something.”  We needed a plan my for building up referrals that my client could enjoy. Sound familiar? I knew the secret to his success would be making this process easy…and maybe even fun.

Subscribe to get free marketing tips!

Getting Referrals Can Be FUN – Really!

I’m serious. Connecting with other people in your field can and should be fun. Referrals are so crucial to the success of most entrepreneurs and yet, I find many business owners avoid networking like the plague.

Social media can be a great way to expand your network. It can also be a tremendous way to waste precious time, so learning how to use social platforms efficiently is the key to success. In my recent post, “The 1 Thing to Do on Social Media Today”,  I outline how to focus your content on the highest value you can deliver to your prospect.

LinkedIn offers very powerful tools for finding new potential referral partners and prospects. The advanced sear tool is incredible  – but using it can be overwhelming. To unlock how to use LinkedIn’s search tool to find more referral partners and leads, click here.

Do you have some techniques that work really well to grow referral networks? Share them below in your comments.