You didn’t get into sales to struggle. You got into sales so you can make an ass-load of money. $30,000 per year jobs are a dime a dozen. Hell, even the bottom feeders want minimum wage raised to $15. You got into sales because you know you can write your own check and the bank account it draws from is unlimited. You’re lookin’ for that “F U Money” I know, we all are.
I got my first taste of FU money in 2005. It was easy for me to come out, leading the pack, when ALL of the other salespeople lacked one HUGE quality that’s needed to to make FU money in sales. The ability to earn the right to follow up. Most statistics you hear are BS so I’m not gonna insult you by throwing fake numbers out to you, just know the LARGE MAJORITY of salespeople give up after the first attempt.
In the modern marketplace, the one-call-close is becoming less and less of the norm. People want to research. People want to know their options. People want to make an informed buying decision. It’s your job as a salesman to follow up with them until they are ready to make that buying decision. Problem is, most of you don’t.
Why don’t salespeople follow up?
There’s plenty of speculation about this the lack of follow up from members of the sales community. I’m gonna give it to you straight, without any sugarcoating. Salespeople don’t follow up because they haven’t earned the right to do so. When the salesperson knows they brought ZERO VALUE to the prospect’s life, they don’t follow up because they know they aren’t welcome to.
How do you earn the right to follow up?
This is the question many have asked, few can answer. I can tell you easily. You earn the right to follow up by adding value to the prospect. If you get a true objection, that you can’t overcome, you need to close them on the follow up. Giving them an incentive for them to let you follow up.
In my sales training business, I teach my team to follow up using a results-in-advance technique that trains the prospect to love when we follow up with them. Our process is simple. We give then ask. Give then ask. Give then ask. Until they give us the business.
A sales conversation with one of my trained sales staff might go like this:
Prospect: I’m not able to buy today due to XYZ excuse but I’m def interested and going to do XYZ BS stall tactic (I’m improvising of course)
Sales Staff: Hey I completely understand. What I’m gonna do is send you an email with two videos and a sales script. Watch the videos, do what they say and I’ll call you in 4 days to see if you’ve made any additional sales from our free stuff. I’m here to help you win man.
The above strategy has made me millions in eLearning sales as well as when I applied a similar strategy to my referral partners back in my mortgage hay days. Give then ask. Give then ask. In the above scenario the “ask” was the follow up of accountability. We keep asking to follow up until we’ve earned the right to earn their business.
I call this technique Permission Based Sales or PBS for short. PBS is the best sales strategy you can deploy, because it’s based on the FU money. The follow up. With PBS you continually ask for permission to follow up until you no longer have to. Then you ask for referrals!
You’re in sales to get leads and close them. Don’t let the lack of value you brought to the meeting keep you from following up. The FU money in sales comes after you’ve spoke to a prospect 8 times on average. My PBS follow up system usually cuts that time in half to 4 contacts before the close.
If you’d like to know more about PBS and making FU money from following up the right way, the cool way, the way you close sales and get paid, click the banner below and check out the PBS training program I’ve recently created. I’ll teach you how to get prospects to fall in love with your follow up!
