Monday

Monday always feel like a day of renewal where I can wash away business sins of yesterday and start a new. *yes Lort, please forgive me for marathoning LOVE AFTER LOCK UP last week.. the new Season is upon us*. WHO ELSE?

Get excited about Monday. A great day to breathe new life into your business and maintain relations. Prepping your SALES ACTIVITY for the week ahead. Here’s an easy plan to begin converting prospects into paying clients.

I’ve said it before and I’ll say it again. “FOLLOW UP is the Achilles heel of the SALES PROCESS.” If you’re out there making a million connections via face to face or Marketing/Social Media and do nothing with the attention you receive then you’re wasting time and money. Sales is the heartbeat of your business, Marketing is the window shopping part of the experience, SALES is what should happen if you walk into a store. If you don’t already have a SALES PLAN in place try this and let me know how it works for you!

1. MAKE A NEW CONNECTION / POTENTIAL BUSINESS

• • Attended an event last week and met new contacts? FOLLOW UP
  • Received new leads / inquiries to work with you? FOLLOW UP

2. WITHIN 24 (BUSINESS HOURS) FOLLOW UP WITH EMAIL

• • GET THEIR ATTENTION: Email should be emotionally provoking .. use imagery and keep the text simple, engaging and to the point
  • PERSONALIZE THE MESSAGE:*that was so funny when you said…* *I hope your meeting goes well with…* *please say “happy birthday” to your wife again for me* this let’s them know you were actively listening, builds confidence, earns trust
  • FEATURES vs BENEFITS: Talk about how your business or product can benefit and what that means to them. DO NOT talk about the features of your business…. this is the step where many often LOSE THE SALE
  • OWN THE RELATIONSHIP: You know that you’re not the only person who does what you do so always know that your potential client can work with someone else. Use words like *WE, TOGETHER, TEAM, PARTNER* and other key words that create comfort and security in working with YOU. These terms create ownness
  • LEAD THE RELATIONSHIP – Identify the next steps of the process. “I will call you Tomorrow at 10a to discuss further”
  • MAKE SURE TO CALL THE NEXT DAY AS PROMISED

3. SCHEDULE:

• • Monday: 1) load new contacts into your database and prepare email *if you have a high-volume of outbound calls this is a great program for mass ROI* 2) keep the number of activity palpable keeping in mind that some of the days may overlap 3) (10) per batch is the max for me which allows me a minimum of (40) total outbound calls per week.
  • Tuesday: 1) send email to batch A (if you’re sending to multiple contacts, send them individually, do not blind copy all)
  • Wednesday: 1) phone call to follow up on batch A emails 2) send out email to batch B
  • Thursday: 1) if you left a voicemail for batch A, call back 2) phone call to follow up on batch B 3) send out email to batch C
  • Friday: 1) last follow up on voicemails for batch A 2) follow up for voicemails made for batch B 2) phone call to follow up batch C 4) NO new emails today ..

I hope this helps motivate you to be proactive and build your client base. The sales process can be intimidating, but with the right approach, system and perseverance it can lead to the rewards you deserve.