2015 UniGroup Learning Conference: "FANatical Follow-Up- Convert More Prospects to Purchasers"

FANatical Follow-Up

Presented By: Meredith Oliver | CreatingWOW.com | @CreatingWOW

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Meet Buyer 2.0

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Don’t Talk To Me vs. Pay Me Attention

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It’s All About Me

The Follow-Up

48% - NEVER Follow-Up 25% - Make 2 Contacts 12% - Make 3 Contacts

+The Law of Top of Mind Dominance

n  2% sales made first contact

n  3% sales made second contact

n  5% sales made third contact

n  10% sales made fourth contact

n  80% sales made the fifth to twelfth contact

FollowUpSuccess.com

The FANatical Sales Process

Attract

Engage

Convert

WOW!

Follow-Up More Than Once

+Follow-Up More Than Once

n  39% chance of connecting on first call

n  93% chance of connecting on sixth attempt

n  Recommend six follow-up attempts n  One-on-one follow-up emails n  Drip campaign in your CRM

@CreatingWOW

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My Reason For Calling…

+Follow-Up Lead In Lines

n  I thought of a few things that might help you decide…

n  Something new has occurred that I thought you would like to know about…

n  There has been a change…

+Follow-Up Lead In Lines

n  I was thinking of you and called to tell you about…

n  I shouldn’t be saying this but…

n  We aren’t telling public yet…

Stop Checking In & Start Adding Value

@CreatingWOW

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Share Idea or Insight

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“We talked about the next steps in your move so I

thought I would share our online moving timeline…”

Share an Idea/Insight

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Solve a Problem

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“You mentioned a concern about your mom being able to unpack…”

Solve a Problem

+ Ask a Question

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“Are you looking for a portable or moving

container solution for your corporate relocations?”

Ask a Question

Recap the Game

+Recap The Game

What did they like? n  See n  Hear n  Touch n  Feel

@CreatingWOW

+Tone Matters

n  Friendly

n  Enthusiastic

n  Expert

n  Conversational

@CreatingWOW

Write Like You Talk

@CreatingWOW

Can They Hear Your Smile?

@CreatingWOW

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Change the Channel

Telephone = Tone Matters

#TheFanFactor

Email/Social = Confirm or Share

Texting = Confirmation

Mail = Personal, Thoughtful

“You will be the same person in five years as you are today

except for the people you meet and the books you read.”

~Charlie Tremendous Jones