The Fortune REALLY is in the Follow Up!

Have you ever followed up with a prospect WAY later than you intended to because life got in the way, only to discover that the month before (or even worse the week before!) they’d signed on with another company or leader?

I know that has happened to me more than once in my 13 years in the industry, and boy does it sting!

And as much as I can replay in my head the events that had me not follow-up on time, it doesn’t change the truth that I didn’t provide enough value to the prospect for them to join my team. I am the one who left the money sitting on the table!

Now on the flip side, because I have an effective follow-up system in place that is an integral part of my plan, I have also had the reverse happen, where someone is a Yes to me while admitting they’d been evaluating another company but hadn’t heard from the person in a while. And boy does that feel great!

Of course it does, it’s a win for both of us!  Not only have I demonstrated the leadership that they’re looking for, but they’ve found a home with a team they know they can count on.

Follow up is such a huge competitive advantage that will put you WAY ahead of everyone elsein your field.

Can you believe those statistics…

48% of sales people NEVER follow up with a prospect!

25% of sales people make a second contact and stop.

12% of sales people only make three contacts and stop.

Only 10% of sales people make more than three contacts.

AND……

Only 2% of sales are made on the 1st contact.

3% of sales are made on the 2nd contact.

5% of sales are made on the 3rd cotact.

10% of sales are made on the 4th contact.

80% of sales are made on 5th-12th contact!!!

Thanks again to Sharon Heibing (aka The Card Lady) of Send Out Cards for sharing those very revealing statistics with me!

I hope these stats really shed some light on just how far ahead of the game you’ll be if you create a system and execute your plan for following up with every single prospect!

Keep in mind that with each contact, you are connecting, adding value to their life, and learning more and more about THEIR needs, wants and desires and how YOU can satisfy them.

With persistence and dedication, you will achieve the results you desire!

If this is something that will be helpful for your team to know or you just want to spread the love, please Retweet to your followers, bookmark or share on facebook.

As you see, the fortune REALLY is in the follow up!

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15 Responses to “The Fortune REALLY is in the Follow Up!”

  1. Great post Beth. This is a great reminder. Following up or not following up can make or break us in this industry. I know I have been in the position you spoke of too…not following up with a prospect as timely as I should. This is a good reminder. Now…I think I have some people I need to go follow up with! 🙂

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  2. Hi Beth,
    what a great post and such a reminder,
    I always remember learning this quote “no follow up no business” and I think this is true

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  3. I KNOW you wrote this post for me. I guess I’ve been so busy learning and putting things together in my business, I just didn’t get a chance to make those follow-ups. Well, okay, I guess a big part of it is that I just don’t LIKE to do follow ups. It makes me feel like a nag. But you opened my eyes: I guess I’d better get more serious about doing follow-ups. Thanks for the wake up! (nice video by the way, very compelling).
    .-= David Merrill´s last blog ..Come TRIBE WITH ME! =-.

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  4. Thanks David, and I’m glad I could provide a swift kick in getting you more serious about follow-ups!

    And you say you don’t like them, but as you do them more frequently and see your results skyrocket….I think it’s safe to say you’ll start liking the process a bit more! 🙂

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  5. Super great post! Great Numbers and reminder. I had no idea and feel so blessed to be learning through stand-up people like yourself 🙂
    .-= Robin Lynn Brooks´s last blog ..Listen for that Real Connection in Relationship Building =-.

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    bethallen Reply:

    So glad you liked it ~ yes, surprising to know the numbers, right? And thanks! 🙂

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  6. I agree, follow up is what makes sales happen. I’ve been known to follow up with a prospect for more than a year. It worked because we closed the second deal this year

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    bethallen Reply:

    Congratulations on closing sales because of follow up, Kevin! That is how it happens, and unfortunately so many people skip this critical step, or don’t do it frequently enough, and lose the sale to the person who does. Keep it up! 🙂

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  7. “80% of sales are made on 5th-12th contact!!!”

    Follow-up! Follow-up! Follow-up!

    Thanks for these great tips, Beth!

    I can see my numbers rising now… 🙂

    Shelly
    Medford Property Management

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    bethallen Reply:

    Awesome Shelly ~ that one insight is such an eye opener, when people hear that and really get it, the sky’s the limit….

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  8. @kevin peterson

    I agree with you that to succeed in sales, follow up is a must. I guess that sales personnel need to be highly aggressive to be able to sell the product. It probably takes a lot of patience and strong will to make a sale.
    jason muller´s last blog post ..Respect The Process – Mastery

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    bethallen Reply:

    Hmm, I wouldn’t say that a sale person needs to be highly aggressive….in fact, the exact opposite. Authentic and operating from a place of serving the customers needs. But yes, patience and strong belief, absolutely. 🙂 Thanks for stopping by Jason!

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  9. Follow up is very important and you’ve stressed on all the right points. Whether its a blog or a business its crucial to be in touch with the people you want to sell your products and services.

    [Reply]

    bethallen Reply:

    Thank you ~ follow-up (or lack there of) really is the place where most businesses miss the mark. The statistics are profound, aren’t they?!

    [Reply]

Trackbacks/Pingbacks

  1. Day 25 ~ 5 Tips for Creating the Results You Truly Desire! | Meet Beth Allen - 27. Jan, 2010

    […] To continue on to the post on Follow Up, click here:  http://www.meetbethallen.com/day-26-the-fortune-really-is-in-the-follow-up/ Fundamentals, Network Marketing Success, Personal Growth, Success Principles achievement, comfort zones, commitment, consistency, energy, follow-up, goals, results, success, time management Day 24 ~ Perfection vs. Excellence – It’s All About the Journey Day 26 ~ The Fortune REALLY is in the Follow Up! […]

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