Are you a small business with a tangible product or do you offer a specific service? Do you consider yourself more of an entrepreneur? Does your business depend on income and revenue? Do you actively engage with and interact with clients? Does your product have a higher pricetag than most? Are you a service provider?
How are you following up with your opportunities and current customer base? Maybe a better question is why? Why follow up? What’s the purpose?
Ask sales expert and business insider Grant Cardone and he’ll tell you that follow up is “the single most effective way to growing a business next to investing hundreds of thousands if not millions in advertising.”
Knowing that, if you’re not one of those who just happens to have hundreds of thousands of dollars laying around, mastering the art and science of follow up will do the following:
- Get and then keep you out of obscurity with your community, your pipeline and your existing client base.
- Separate you and your company from the rest of the pack (competition).
- Allow you to expand without breaking your bank.
Once you’ve wrapped your head around this, follw up doesnt’ have to suck, be a bore or take forever. Here are 5 creative follow up strategies for a small business or service provider:
1. Actually Follow Up. Sounds obvious but consider the stats. Almost half of all sales people never follow up and only 12% of salespeople actually make 3 or more attempts to follow up. So just by following up 4 times, you’re already ahead of 88% of all salespeople. One of the big reasons salespeople don’t follow up more is they don’t know how. Consider the following suggestions from this article on Hubpages to make follow up posible. First commit to doing it. Second, create a map or funnel so you know what you’re going to say on each call. Third, schedule in to your day, and fourth, look for problems you can solve.
2. Send A Video Message. Nothing outside of face-to-face, will make you seem more human then a video message. This is you getting infront of your phone or camera and recording a short video message that you text or email your client or prospect. There are salespeople that have build an entire career on this. A personal video is one of the best methods of following up with a client or opportunity. There’s a hundred ways to skin this cat, so do a little leg work on line for best practices, but start with this follow up tid bit from Grant Cardone’s blog on getting attention, “To me, quantity is more important than quality in the beginning because you aren’t going to figure out the quality without the quantity.”
3. Send relevant Articles. If you’re in Real Estate and saw an artile about mortgage rates dropping to an all time low, would it make sense to email this article to your prospects? And would it also be smart to send it to your existing client base with a note short note saying, “send this to all your friends in the market for a house!” Anytime you can deliver value to your clients and opportunities, do so. Set your brain up to keep one eye out for things you can send to cleints and prospects that bring value to their shopping and ownership experience. Your competition thinks this stuff’s a waste of time and they’re not doing it. This is how you stand out.
4. Picture Tweeks. What if you took a picture of a prospect and super imposed it into a magazine cover? There’s an app for that! Several actually. Jib Jab works well too. Imagine that. The dude trying to sell you a car sends you a picture where you’re on the cover of Time Magazine or Rolling Stone. Or it’s your birthday and your barber sends you a Jib Jab? What can you send to have fun, let your client know your interested in them, all the while staying interesting?
5. Have someone else call. Hey, if you’re not getting through, don’t take it personally. Not everyone connects. It’s planet Earth. We’re different. Get a co-worker or manager to call them. Have them ask the hard questions. Maybe the prospect likes you so much and are so enamored with you that they don’t know how to tell you that you have the wrong color, that they’re looking for the Ming Blue. It happens and if you don’t have someone else check for you, you’ll never know and just assume something horrible about the cleint. But once you know that Ming Blue is the problem, you can solve that. You can’t fix something you’re not aware of.
Last step is to do something about it. Reading this article it one thing, taking action is another all together. If you’re not following up like you know you should then there’s a really good chance there’s something you don’t know about follow up. Recently Grant Cardone released a 10 course follow up program with 132 chapters all on effective follow up strategies. This program is one element of Cardone University and Grant is offering a 3 day trial to anyone who mentions this article. You can get your 3 days free access by calling 310-777-0352 or emailing email@example.com. And until then, happy follow up!