seal the deal: the importance of following up, meg parrish, co2 2017
TRANSCRIPT
Seal the Deal The Importance of Following Up
Meg Parrish, Sales ExecutiveCoalmarch Productions
What happened to the days when people called you to buy things?
What happened to the days when people called you to buy things?
They’re gone.
We’re in the age of “what’s in it for me?”
We’re in the age of “what’s in it for me?”
It’s our job to convince people to choose us.
We’re in the age of “what’s in it for me.”
It’s our job to convince people to choose us.
And it’s our job to get in touch with them.
So how can we reach the people we want to reach?
First, we need to define who we want to reach.
First, we need to define who we want to reach.
Who is worth our time?
First, we need to define who we want to reach.
Who are your most valuable prospects (MVPs)?
MVPsYearly Service
MVPsYearly service
Low cancellation risk
MVPsYearly service
Low cancellation risk
MVPsYearly service
Low cancellation risk
Standard services (no big problems)
MVPsYearly service
Low cancellation risk
Standard services (no big problems)
Not overly price conscious
MVPs
If you haven’t done this, you need to!
MVPs
If you haven’t done this, you need to!
If you haven’t processed this out, you need to!
MVPs
Knowing your most valuable prospects allows you to measure their CR.
MVPs
Knowing your most valuable prospects allows you to measure their CR.
Processing this allows you to expand your CSR team as you grow, and
shift more focus into increasing your CR.
Awesome, we know who we want to reach, but how
can we reach them?
Start with a process.
Start with a process.Who here has a follow up process in
place?
Start with a process.Without a process you cannot measure success.
Start with a process.Without a process you cannot measure success
...or track what is working and what is a waste of time.
Formula for a Great Process
Formula for a Great ProcessWhat is your desired outcome?
What
Formula for a Great ProcessWhat is your desired outcome?
What is your desired path to achieving it?
What
Formula for a Great ProcessWhat is your desired outcome?
What is your desired path to achieving it?
What is a loss? When should you pull the plug?
What
Formula for a Great ProcessWhat is your desired outcome?
What is your desired path to achieving it?
What is a loss? When should you pull the plug?
What is a win?
What
We know our targets, we have a process, now on to
the good stuff.
Tools to Avoid Being Ghosted
Tools to Avoid Being Ghosted
Tools to Avoid Being Ghosted
Phone Calls
Phone CallsWhen: If you have a cell phone number or direct line
Phone CallsWhen: If you have a cell phone number or direct line
How: Call when they will be free
Phone CallsWhen: If you have a cell phone number or direct line
How: Call when they will be free
Call on weekends
Phone CallsWhen: If you have a cell phone number or direct line
How: Call when they will be free
Call on weekends
Do not call at times when you historically
haven’t been able to reach them
Phone CallsWhen: If you have a cell phone number or direct line
How: Call when they will be free
Call on weekends
Do not call at times when you historically
haven’t been able to reach them
Track: When you do/don’t get through to leads
Phone CallsWhen: If you have a cell phone number or direct line
How: Call when they will be free
Call on weekends
Do not call at times when you historically haven’t been able to reach
them
Track: When you do/don’t get through to leads
Your close rate
EmailWhen: If you do not have a phone number
EmailWhen: If you do not have a phone number
How: Send/schedule for when people check their emails
EmailWhen: If you do not have a phone number
How: Send/schedule for when people check their emails
Do not fear clever subject lines
EmailWhen: If you do not have a phone number
How: Send/schedule for when people check their emails
Do not fear clever subject lines
Concise and direct content
EmailWhen: If you do not have a phone number
How: Send/schedule for when people check their emails
Do not fear clever subject lines
Concise and direct content
Track: Open rates and times
EmailWhen: If you do not have a phone number
How: Send/schedule for when people check their emails
Do not fear clever subject lines
Concise and direct content
Track: Open rates and times
Close rate (of course)
Text Message
Text MessagesWhen: When you have a cell phone number
Text MessagesWhen: When you have a cell phone number
When calls have not worked
Text MessagesWhen: When you have a cell phone number
When calls have not worked
How: Keep it short/Who are you
Text MessagesWhen: When you have a cell phone number
When calls have not worked
How: Keep it short/Who are you
Add value
Text MessagesWhen: When you have a cell phone number
When calls have not worked
How: Keep it short/Who are you
Add value
Have an action
Text MessagesWhen: When you have a cell phone number
When calls have not worked
How: Keep it short/Who are you
Add value
Have an action
Track: Response rate
Text MessagesWhen: When you have a cell phone number
When calls have not worked
How: Keep it short/Who are you
Add value
Have an action
Track: Response rate
Close rate
Text Messages
Other Factors to Consider
Other FactorsTouches
Other FactorsTouches
How many times you need to reach out to someone before they convert
Other FactorsTouches
How many times you need to reach out to someone before they convert
Time
Other FactorsTouches
How many times you need to reach out to someone before they convert
Time
How can you be more efficient?
Other FactorsTouches
How many times you need to reach out to someone before they convert
Time
How can you be more efficient?
Schedule things to go out later
Other FactorsTouches
How many times you need to reach out to someone before they convert
Time
How can you be more efficient?
Schedule things to go out later
Repetition
How can we implement this successfully?
PROCESS.
MEASURE.
ADAPT.
PRESENTATION TITLEMeg Parrish
Coalmarch Productions
linkedin.com/in/megparrish
@mjparrish11
BASIC SLIDEWhat are you talking about.
BASIC SLIDEWhat are you talking about.
BASIC SLIDEWhat are you talking about.
BASIC SLIDEWhat are you talking about.
BASIC SLIDEWhat are you talking about.
BASIC SLIDEWhat are you talking about.
BASIC SLIDEWhat are you talking about.