DOMINANTFollow Up Strategies

DOMINANT FOLLOW-UP STRATEGIES

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Jordan MuelaCEO, LeadSimple

Janice DinhamSales Manager, All Property Management

WEBINAR SPONSOR:

Q & A

#LEADSIMPLE

OUTLINE FOR TODAY

Follow Up Tactics Guaranteed To Work10

3 Fundamental Principles of Sales Success +

THE BULK OF LEADS WILL FLOW TO THE COMPANIES WITH THE MOST EFFICIENT SALES FUNNEL

FACT

VIRTUOUS CYCLE OF CONVERSIONConversion Rate

Cost Per Contract

Profit Margin

Marketing Budget

Lead Volume

$10% 40%30%

CONVERSION RATE20%

CO

ST

PE

R C

ON

TR

AC

T

$100

$200

$400

$300

$500

$600

Close Rates Drive Lead Costs

Conversion Rate

Cost Per Click / Cost Per Lead

TIME

http://selnd.com/1hzhwSl

YOUR SUCCESS AND SURVIVAL DEPEND ON MAINTAINING A HIGH CLOSE RATE

BOTTOM LINE

FUNDAMENTAL CONCEPTS3

FOCUS ON THE TOP OF THE FUNNEL 1

60%

18%

50%

82%

100%

38%

OPPORTUNITY

TYPICAL FOCUS

New

Contacted

Meeting Scheduled

Meeting Completed

Verbal Commitment

Contract Signed

60%

26%

71%

82%

100%

54%

New

Contacted

Meeting Scheduled

Meeting Completed

Verbal Commitment

Contract Signed

20%98%

86%

+40%

OPTIMIZEDSALES FUNNEL

QUESTION:ARE YOU A SALES PERSON OR AN ORDER TAKER?

PERSISTENCEPAYS OFF

2

PROSPECT

Contact #1

Contact #2

Contact #3

Contact #4

Contact #5

Contact #6

Contact #7

CUSTOMER

43% of Salespeople have given up

68% of Salespeople have given up

80% of Salespeople have given up

Low hanging fruit is harvested here

You’re really getting to know the prospect and their needs

You now “own” mindshare and are the default choice when the prospect is ready

You’re the only one to make 6 contacts

Odds of agent continuing to call

QUESTION:HOW MANY CALLS DO YOU MAKE BEFORE GIVING UP?

POLL QUESTION:

How many times do you call a lead that isn't returning your calls?

5%

26%

23%

45%

POLL QUESTION:

How many times do you call a lead that isn't returning your calls?

LEADS ARE PEOPLE

3

50%of sales happen

(Source: InsideSales.com)

the 5thtouchAFTER

50% OF LEADS ARE QUALIFIED BUT NOT READY TO BUY

(Source: Gleanster Research)

“Companies that excel at lead nurturing generate

50% more sales at33% lower cost.”(Source: Forrester Research)

50%

LEADS COSTS33%

QUESTION:ARE YOU BUILDING OR BURNING YOUR LONG TERM LEAD DATABASE?

10 FOLLOW UPTO WORKTACTICS GUARANTEED

GET THERE FIRST

1

Reasons Why4

2

1 Presence - The prospect is likely at their computer and with a phone nearby when they hit submit.

4

3Rapport - Fast responses build confidence and rapport starting things off on the right foot.

First Movers Advantage - First to contact, first to frame the conversation and get a shot to close the deal.

Engagement - The prospect is thinking about their need and ready to mentally engage with you when they hit submit.

USE A FOLLOW UP SCHEDULE

2

LeadAnswers

Schedule Meeting

Assign Lead

Yes

Yes

Yes

Yes

No

No

First 30 Minutes After New Lead Arrives

@ 5 Minutes: Called Lead?

LeadAnswers

Notify Manager

Leave Voice Mail

Send Email

Schedule Follow up

@ 30 Minutes: Called Again?

No

No

Reassign Lead To A Different Agent

No

0-1 min 20 min 30-60 min 1-2 hrs#1 #1 #2 #3

#4

#5

#3

Lead Follow up Schedule11 Touch / 22 Day Model

#5

#4

DAY 1

DAY 4

DAY 5

DAY 8

DAY 14

DAY 15

DAY 22

#2

#6

TRACK ACTUAL CONTACT ATTEMPTS

3

People respect what you inspect.

Chet HolmesAuthor of “The ultimate Sales Machine”

ORIGINAL Contact Info

TRACKEDContact Info

(123) 123-1234 (919) 939-3535 ext. 203

meg@mail.com meg97C4@tracked.com

LEVERAGE EMAIL TEMPLATES

4

Intro Email

No Contact - Day 3

No Contact - Day 7

Schedule Meeting

Meeting Reminder

Management Agreement

TRACK EMAIL OPENS

5

TIME YOUR FOLLOW UP ATTEMPTS

6

Mon Tue Wed Thu Fri SatSun

Best Day To

Call vs

EmailEmail Open Rate

Contact Made By Phone

Best Opportunity

12pm8am 4pm 8pm10am 2pm 6pm

Best Time To

Call vs

EmailEmail Open Rate

6am

Contact Made By Phone

Best Opportunity

GET AGREEMENT ON NEXT STEPS

7

CHANGE UP HOW YOU REACH OUT

8

ADD MORE VALUE BEFORE THE SALE

9

FAQ vsCLIENT TESTIMONIALS

MANAGEMENTAGREEMENT

USE A CALL DOWN LIST TO FOLLOW UP

10

?But What About Drip . . .

MONTHLY

webinar.leadsimple.com

WEBINAR(Second Thursday of Each Month)

webinar.leadsimple/first-to-call-first-to-close/

Why being fast isn't good enough & how to guarantee you come in first.

First To Call, First To Close: The Science Of Responding Faster

November 14th, 11am PT / 2pm ET

leadsimple.com/sales-course