Today's Topic: Habit #3: Follow-Up System
Part One
Fight Club Mindset
The purpose of the follow-up is to move the needle. To add value. To stay relevant. And, ultimately, to get that person closer to a buying decision based on the value your services provide. We believe in high touch, high frequency. But, just as importantly, having something interesting and valuable to say. Stop following up just to follow up. Statistics tell us it takes 7-15 touches to close the deal 80 percent of the time. Are you disciplined?
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Part Two
Fight Club Follow-Up
Touches 1-10:
Summarize Appointment
Send them expert content or gift
Personal Trigger
Business Trigger
Face-to-Face to Close
Social Proof/Consensus
Challenge to Close
Overcome Objection
Filter Assessment (move or keep?)
Repeat process
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Part Three
Challenge-to-Overcome
Challenger Sale
Most believe the "relationship builder" is the number one salesperson. Statistics actually show that "challengers" are top-dog. This is because they know when to be the expert. We believe in combining both the challenger with the relationship-builder.
On touch #7 ask, "Has anyone else worked this hard to earn your business? Do you remember that first conversation when I said (share belief) and I know you believe it too? Then what’s REALLY stopping us from getting started?"
This is where you should expect their true objections. Be able to pinpoint if this is a legitimate objection or a weak excuse.
Overcome Objections
Know the top 3-5 objections that you face in your industry and be able to pivot to overcome those objections right away.
100-Touch Challenge & CRM Scrubbing
Every month (minimum) block off an entire day where you are going to do nothing, but lead generate and follow-up with people. This will help you get over "call reluctance." There are many people in your Fight Club who need to be challenged. If they aren’t going to make a decision, then it's time to question if to move them off the list either completely or over into the climber category.
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