The document discusses best practices for following up with sales leads. It recommends following up at least 6 times to have a 93% chance of connecting. Follow ups should add value by sharing ideas, insights, or asking questions rather than just checking in. The tone and channel of follow ups also matters - phone calls need a friendly tone while emails can confirm information or share content. Following up in different ways over multiple channels increases the chance of making a sale.
8. The Follow-Up
48% - NEVER Follow-Up
25% - Make 2 Contacts
12% - Make 3 Contacts
9. +
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
12. +
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
14. +
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…
15. +
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…