"Your obligation as a sales professional is to FIGHT to earn the business."
We’ve all heard the saying: success is in the follow-up. There are several types of follow-ups throughout the sales cycle. Some are with leads you’re still trying to reach, while others involve influencers—community or industry connectors—that you want to build relationships with. There are also follow-ups with new clients, current customers, promoters, and advocates.
For this week, we’ll focus primarily on the Fight Club Follow-Up.
Key Focus Areas for This Week:
Purpose of the Follow-Up System: Understand the critical role follow-ups play in securing business. Follow-ups are more than just checking in; they are your key to building rapport, overcoming objections, and nurturing the client relationship.
10-Touch Follow-Up System: Learn the systematic approach to following up with clients in a way that accelerates the process and increases close rates. A structured and consistent follow-up is vital for success.
Challenger Sale Concept: Embrace the challenger sales approach—help your clients see value and understand your solution as the best fit for their needs.
Overcoming Common Objections: Develop the ability to handle the top 3-5 objections you may encounter during follow-up at any given time.
Complete the 100-Touch Challenge: Engage in the 100-Touch Challenge at least once a month. This challenge will help refine your follow-up strategy and ensure that you stay engaged with your leads and clients effectively.
Trigger Methods and Soft Touches: Master the art of using trigger methods and soft touches to keep the follow-up process natural, professional, and engaging.
Sales Big Three: Stay sharp on the Sales Big Three—Operating System (OS), selling system, and follow-up system. These foundational tools will guide you through your sales process, ensuring you stay consistent and effective.
Following up isn’t about just "checking in." It’s about creating meaningful, valuable interactions that keep you top of mind and position you as the trusted authority in your field. The best sales professionals don’t just follow up—they fight for the business by consistently showing up with the right message at the right time