But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
It’s time to sell or die…
And today we are focusing on the follow-up process in sales. For more details on each point, listen to the ENTIRE episode on your favorite streaming platform.
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First, to better understand how to follow up effectively, think about it more as following through.
Following up is asking:
Did you get the contract?
Did you get the proposal?
Have you reached a decision?
Following up is about where the money is. Following through is about what happens once the person takes ownership, once they say yes.
Following through is focused on the potential transformation your clients will get. It’s about truly helping them. If you want better results from your follow-ups, first think about following through.
How do you know when to stop following up with a potential customer or client? We only stop following up with someone if we genuinely believe in our hearts that we can no longer help them. If we think we can help someone, we’ll continue to go after them, no matter how many times it takes.
Many people feel afraid to follow up in sales because they feel like they are bothering the other person. We encourage you to shift your mindset and think about it like this: if you really can help the other person, wouldn’t it be selfish of you NOT to follow up?
If the other person asks you to stop contacting them, you need to respect that. But until you get to that point, keep following up. If you’re giving up early, you’re likely missing out on sales.
Think about what your prospect wants to know when you’re doing your sales follow-up: they want to know where the value is. They want to know what their potential investment is really worth.
So in your follow-up, you need to show value. Jen will often send clients something they will perceive as valuable in her follow-up. This might be an article or a podcast episode related to something she and her potential client talked about together. Jeffrey often uses humor.
Whatever you decide to use, it needs to be something that will be meaningful to the other person. Send something to them that will make them smile.
Just sending the prospect a message about where they are in the decision making process feels terrible for a reason. If you can provide value in your sales follow-up, it’s going to feel so much better for you and your prospects!
Everyone in our position, all of the acknowledged sales leaders, insist on the power up following up. There are so many stories of people finally saying yes. Remember that the reason people say yes is because you decided you could help the person and you communicated it in a truthful, responsible manner. So don’t quit before the sale.
Be sure to listen to all of episode 547 for all the details!
Thank you so much for listening to Sell or Die! We hope that this episode gave you valuable insight into how to follow up with potential clients and customers.
If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!
Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!