Sales Follow-up Strategies

Introduction

• Importance of creativity in sales follow-up
• Fortune is in the follow-up
• Typical salespeople do only 2-3 touches; better results often need 6-12 touches
• Aim to build a sustainable business
• Creativity and persistence in follow-up always win

Techniques to Enhance Follow-Up

1. Pizza Strategy

• Send companies a pizza with one piece missing
• Attach a note: "Andy Elliott is the missing piece" and phone number
• 100% follow-up rate from this strategy
• Creates excitement and engagement

2. Nokia Cell Phones

• Purchase nostalgic Nokia cell phones
• Attach a note implying the receiver's phone isn't working
• Example note: "Sending you a phone since obviously your phone has not been working, give me a call at 720-xxx-xxxx"
• Generates creativity and interest

3. Personalized Video Messages

• Send a personalized thank-you video to customers post-visit
• The message should be authentic and acknowledge something specific about them
• Builds stronger, memorable relationships

4. Content Related Follow-Up

• Pay attention to customer's interests (e.g., mentioned they like David Goggins)
• Send relevant content (e.g., a video) a few days later
• Goal is to re-engage naturally, without pushing a sale

5. Small Gifts Like Crumble Cookies

• Send small, thoughtful gifts via services like Uber Eats
• Example: Send a Crumble Cookie to delight customer’s family
• Creates strong, positive emotions and loyalty
• Keeps you top-of-mind without direct selling

Strategies for Sold Customers

1. Sending Follow-Up Gifts

• After a sale, send a small gift box (e.g., branded items, thank-you note)
• Staying in front of them improves chances of referrals
• Average salespeople stop at the commission; pros build lasting relationships

2. Facebook Engagement

• Connect with customers on Facebook to stay visible
• Regular interaction (comments, likes) keeps you in their mind
• Key tool to build a close, ongoing relationship

3. Top 100 Clients List

• Identify and manage relationships with your top 100 clients
• Regularly check in on their significant life events
• Add value to their lives beyond just business interactions

4. Referral Gift Cards

• Offer referral gift cards (value varies based on service)
• Encourage customers to refer friends and family
• Referral program can significantly boost client acquisition

Conclusion

• Creativity and consistent effort in follow-up differentiate top performers from average salespeople
• Aim for extraordinary actions to receive extraordinary results
• Effective follow-up involves more than just making calls; it’s about creating memorable experiences
• Always strive to improve and be better than yesterday
• For further support or ideas, reach out anytime