Separation Saturdays on Elevate Springfield

Summary

In this episode of Separation Saturday, Robert Ferriell discusses the importance of follow-up in sales, emphasizing that it may be the single biggest opportunity for business growth. He shares statistics on sales follow-up, principles for effective follow-up, and the commitment required to succeed. The conversation highlights the need for utilizing modern tools and maintaining accountability to achieve sales goals.

Takeaways

• Follow-up is crucial for business growth.
• Many salespeople fail to follow up effectively.
• Persistence in follow-up can lead to increased sales.
• Being the first to respond to leads is essential.
• Combining emails with phone calls enhances communication.
• Sales success starts with believing in your product.
• Adapt to new technologies for better follow-up.
• Commitment is key to effective follow-up strategies.
• Accountability can drive better sales performance.
• An unreasonable attitude is necessary for 10X follow-up.

Join The Elevate Insider: https://bigdogbc.com/elevate

Facebook:  @robertferriell   @elevatespringfield

Youtube: @robertferriell

10X Health:  https://10xhealthnetwork.com/BIGDOG

Transcript

SPEAKER_00 0:00

Welcome to Elevate Springfield, where we'll dive into strategies and stories that help you rise to your full potential. Each episode, we'll talk about how you can take intentional steps to elevate your life and your business while making a meaningful impact on those around you. Along the way, we're gonna bring in the change makers from our community that are already elevating. We'll bring the actionable strategies, you bring the discipline and follow through, and together we can elevate Springfield. Alright, let's go, Springfield. Time to 10X your day, 10X your life, and all of us. 10X Springfield. Hey, you are listening to the Elevate Springfield podcast. Robert Farrell here, certified 10x coach, speaker, and mentor. Here to bring you actionable strategies. You bring the discipline and follow through. And together, we're gonna Elevate Springfield. Well, we are coming to you from the big dog construction studio in beautiful downtown Springfield. You are listening to Separation Saturdays on Elevate Springfield where you can separate yourself from the competition every Saturday morning now. We are every day with Elevate Springfield now, so you can start your morning every morning with a new drop from Elevate Springfield. And we are looking forward to having you. And we are thankful that you chose to listen to us. We're gonna get started after the break. Hey, Springfield, when it comes to reliable, high-quality roofing, you don't want to leave things to chance. That's why you should reach out to Acosta Angeli Roofing, your local roofing expert serving Springfield and surrounding communities, from quick, dependable repairs to full replacement, from residential to commercial. They are your trusted pros. Call them today at 217-993-2748 or visit their website to book your free quote and inspection. Don't wait. A little leak now could lead to major damage later. Trust the local experts, protect your home, and get peace of mind with Acosta Angeli Roofing. And we are back. Hey, another phenomenal week on Elevate Springfield. Before we get to our training for today, quick recap of the week. Hey, we started it out like we always do with your weekly battle plan, talking all about control and time and giving you some ideas to add to that battle plan. Hey, then on Monday, we had Blake Middleton in from Elite Roofing Professionals and Exteriors. We talked a lot about the power of service systems and communication. Then on Tuesday, we had Ellie in for our next gen segment. We went over our local summer bucket list, some of the things we've got planned to do this summer right here at home. Then on Wednesday, communities grow together. We had Megan Murray in from Wouldn't It Be Lovely, talking all about the impact they make on the folks that they serve, and then some upcoming events that they have as well. Then Thursday, speaking of events, we had Kate Peters and Emily Cannum in from the Memorial Health Championship presented by LRS. Another world-class event right here in Springfield over at Panther Creek later on this month. We talked all about how that came to be and what the plan is for this year. Then on Friday, Kylie Melvin was back from the primitive prairie. We talked about the allergy bucket. So, hey, if you missed anything from this week, make sure you go check all the episodes out. Start each and every morning with Elevate Springfield. So today, when we were talking with Blake from Elite on Monday, we talked a lot about communication and follow-up. He talked about those are the two things that everyone can control and are vitally important in business. So today, as for our training, I want to touch on some of the follow-up techniques that are involved in 10X. You see, follow-up may be the single biggest opportunity to grow your business, short of just dumping a bunch of money into advertising. So here's some of the facts 48% of all salespeople never ever follow up a prospect. 65% of all companies don't nurture leads that they actually paid to get. So that means 98% of the time you're not going to get that sale the first time you talk to somebody. See, here's the thing though, most people are not making it to that fifth contact, which brings a great opportunity up for you and your company. So have you ever gone to somebody's website, filled out a contact us, felt ready to do business, and then nothing. No call back, no email back, or maybe you did get a response, but it was a week later and you've already figured out a different way to do it or found another person to take care of you, right? That's what happens a lot in follow-up in a lot of businesses right now. With automations, with AI automations, that has certainly helped, but many companies aren't doing that quite the right way either. So the good news is there's a lot of opportunity. There's a massive opportunity out there to show up differently than everyone else, to apply 10x strategies to this area and win more business. Ultimately, your business is dependent upon your ability to do this, to take a lead who's anywhere from slightly or greatly interested and make them a customer. That's what follow-up is. It's the ability to see this all the way through and to do it consistently. And this is going to give you a powerful advantage that can increase your productivity, your closing rate, and your earning potential. So let's go through the five basic principles of powerful follow-up. So principle number one, be the first to follow up. As much as fifty percent of all sales go to the first vendor who responds. So that makes it pretty obvious that you need to be the first one to get back to your leads. It increases your odds exponentially. So be the first one there. So that's something to think about if you are running ads out there and you don't have people ready to follow up when a lead comes in, maybe over the weekend or maybe at night, and which could make it to where you are not the first one to follow up, that decreases your shot of doing business with them. Principle number two, live by the always rule. Always rule in this scenario is always pair an email with a phone call. If you're gonna send an email, always call. So it could be something like this say you send an email to a prospect, follow it up immediately with a phone call that says, Hey, John, it's Robert, just sent you an email and go into what you're talking about. Works great, especially for business to business. It also works for business to consumer, but business to business, phenomenal. Principle number three, make the most important sale first. We've talked about this before. This is selling you. If you're not a hundred percent completely and passionately sold on your product, your company, your service, and yourself, you won't find the motivation to continue to follow up, to continue to be persistent, like Will was talking about in his interview. You won't make it to that fifth through the twelfth contact, which gives you the best shot at actually landing that deal. So are you sold on you? Are you sold on your product? Are you sold on your company? Are you sold on your service? Because if you're not, then it's gonna be much easier to avoid all this follow-up. Principle number four, don't be stuck in the past. Make sure you are changing with the times and utilizing all the new technology at your disposal. Don't continue to use the same old strategies, the same old scripts, the same old technology that you've always done, especially if you're not getting the results. So utilize all the different tools at your disposal, keep data on what works best, and continue to press on the ones that do. And then principle number five, as with all things in 10x, commit to doing whatever it takes. Sales is a numbers game, and you want to do everything you can to give you the best shot at actually getting there. We've already discussed that you know it takes five to twelve calls. 80% of sales are made between that fifth and twelfth contact, so you have to be persistent and you have to do whatever it takes. Most people aren't gonna get there. If you really want to be in the top for 1% of whatever you're doing, you have to be willing to do what 99% would not. You have to commit to more 10x the targets and 10x the actions. If you commit to doing 10x more, you're gonna push yourself to that top 1%. But it means making a commitment to show up differently. So just briefly, the six pillars of effective follow-up when it comes to 10x. I'm just gonna throw them out there today. Next week I'm gonna get a little bit deeper into them. But pillar number one, commitment. In order for follow-up to work, you have to commit. Commit is the first step toward anything. We talk about a lot that a lot in 10x. Pillar number two, a CRM. You have to be utilizing a CRM and it has to be set up to work for you, and you have to use it. It's gonna be a great tool for you for follow-up, but it's gotta be set up properly and you have to use it, have to be disciplined to use it. Pillar number three is organization. If you're not organized, you can't follow up effectively. Number four, scripts. See, this can be really helpful to you. It can help in a lot of different areas of follow-up. But one is it can give you a clear reason to call someone. When you have a clear reason to call someone, it's gonna take away some of that hesitancy. It's gonna take away that, eh? Accountability. Who's gonna hold you accountable? You're gonna hold yourself accountable and you're gonna have somebody else hold you accountable. See, anybody who can't discipline themselves and hold themselves accountable will be disciplined by the marketplace. So rise to those 10x targets and actions. If you don't accept success as your duty, obligation, and responsibility, you're gonna get left behind. So stay accountable to yourself. And then pillar number six, an unreasonable attitude. 10x follow-up requires it. Requires that you act without rational consideration and not in accordance with practical realities. It means you're doing all those things that nobody else does. Okay, another great week on Elevate Springfield. Hope you guys enjoyed, and we'll see you tomorrow for your weekly battle plan. Looking for expert tree care with hometown integrity, look no further than Sangamon Tree Service. They're your trusted local pros, delivering quality workmanship, exceptional customer service, and fair, honest pricing every time. Whether it's trimming, removal, or storm cleanup, their team brings professionalism and care to every job, big or small. Call the name your neighbors trust, Sangman Tree Service, or visit them today at SangmanTreeService.com. Sangman Tree Service, rooted in quality, built on trust. Well, thank you for joining us today, everybody. Appreciate you making us a part of your day. Hey, don't forget while you're out on social, check ours out. You can check my personal one out at Robert Farrell at everywhere. Check out those Elevate Springfield pages, those big dog business coaching pages as well. Check us out over on YouTube. Give us a subscribe, give us a like or a follow on any of those channels. We would certainly appreciate it. So, hey, take what you learned today. You bring the discipline and follow through and together, that's right, y'all. We're gonna elevate Springfield. Be great. 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