2 Follow-ups
Daily
“The FORTUNE is in
the FOLLOW-UP”
Sales Statistics
Sales Statistics
• 2% of Sales are made on the 1st contact
Sales Statistics
• 2% of Sales are made on the 1st contact
• 3% on 2nd contact
Sales Statistics
• 2% of Sales are made on the 1st contact
• 3% on 2nd contact
• 5% on 3rd contact
Sales Statistics
•
•
•
•
2% of Sales are made on the 1st contact
3% on 2nd contact
5% on 3rd contact
10% on 4th contact
Sales Statistics
•
•
•
•
•
2% of Sales are made on the 1st contact
3% on 2nd contact
5% on 3rd contact
10% on 4th contact
80% on 5th to 12th contact
10% of Salespeople
Generate
80% of Sales
Here’s WHY
Here’s WHY
• 48% of Salespeople NEVER FOLLOW UP with
a prospect
Here’s WHY
• 48% of Salespeople NEVER FOLLOW UP with
a prospect
• 25% only make 2nd contact and then stop
Here’s WHY
• 48% of Salespeople NEVER FOLLOW UP with
a prospect
• 25% only make 2nd contact and then stop
• 12% only make 3 contacts
Here’s WHY
• 48% of Salespeople NEVER FOLLOW UP with
a prospect
• 25% only make 2nd contact and then stop
• 12% only make 3 contacts
• ONLY 10% make more than 3 contacts
10% of Salespeople
Generate
80% of Sales
Be one of the 10%
HAVE A SYSTEM
If you aren’t recording your contacts, how can
you know when, how, and what to say when
you follow up with people?
HAVE A SYSTEM
If you aren’t recording your contacts, how can
you know when, how, and what to say when
you follow up with people?
1 month = 50 contacts
3 months = 150 contacts
1 year = 600 contacts
When to follow up…
-if you are agressively working on an issue (health issue),
then check back the next day
-second contact? 2-3 days
*ASK when and how a person WANTS you to follow up:
“When should I check back in with you?”
“I want to make sure we find what works for you, when is
the best time to call back?”
Help your contact figure out when to use the product
USE YOUR SYSTEM
RECORD when and how you are going to follow
up with people You might consider adding
a specific time to your calendar so you
remember.
What to say when you follow up:
- “Hi! This is Becky Cox from the doTERRA class Thursday, I just
wanted to check in and see if you had a chance to try
those samples we gave you…”
- “Just wanted to check back and see what kind of results
you are getting from the oregano and melaleuca…
- “Hi! I talked to Julie and she mentioned you were having
some sensitivity with the oregano and melaleuca, just
wanted make sure you were using it diluted…”
- “I just read an article about a similar situation to yours”
- “I just spoke with a friend about an issue like yours…”
-
SHARE YOUR WORD TRACKS
Follow Up AGAIN
Assume that “No” means “Not
now.” It usually does…