Separation Saturdays on Elevate Springfield

Summary

In this episode of Separation Saturday, Robert Ferriell discusses the importance of follow-up in sales, sharing insights from various interviews and segments throughout the week. He emphasizes the principles and pillars of effective follow-up, common mistakes to avoid, and strategies for improving sales techniques. The conversation highlights the significance of persistence, organization, and clear communication in building customer relationships and driving business success.

Takeaways

• Follow-up is crucial in sales success.
• Persistence in follow-up leads to better results.
• Making the call is the first step to success.
• Regular contact is essential for effective follow-up.
• Variety in follow-up messages keeps clients engaged.
• Each follow-up should have a clear purpose.
• Always leave a message when you call.
• Asking for referrals can significantly grow your business.
• Organizing critical data in a CRM is vital for sales.
• Reflect on your follow-up mistakes to improve future efforts.

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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 Ruffing, 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 welcome in to another edition of Separation Saturday. Hope everyone had a wonderful week here in the Capitol City. If you recall, last couple of weeks we've had uh quite a few of our interviews with folks that are in sales, and follow-up is really where it's at when it comes to sales. That's where you will find the gold, like we always talk about. And many of these folks talked about that persistence that follow-up is key in any industry when it comes to sales. So last week we went over the principles and pillars of follow-up. So just real briefly, if you recall the five principles of powerful 10x follow-up. Principle one, principle number one, be the first to follow up. Principle number two, live by the always rule. Principle number three, make the most important sale first. Principle number four, be up to date. Don't be utilizing outdated technology. And principle number five, commit to doing whatever it takes. Hey, if you want a little more explanation on those five, check out last week's episode of Separation Saturday. Then we also went over the six pillars of effective follow-up. Pillar number one, commitment, pillar number two, customer relationship manager, a good CRM. Pillar number three, organization, pillar number four, scripts, and pillar number five, accountability. Hey, check out last week's episode for a little more detail on each one of those pillars. And pillar number six, an unreasonable attitude. Everything we do in 10X requires an unreasonable attitude. So today you've got the pillars, you've got the principles. I want to talk real quick about some mistakes you can avoid to shortcut yourself to success when it comes to follow-up. So we've got a number of different mistakes that we talk about in 10x, and hopefully you can avoid these mistakes. So mistake number one, not making the call. Hey, a little bit of a no-brainer, right? But if you make this mistake, you will literally never get anywhere with your follow-up. So just want to make sure we throw that in as number one. Mistake number one is not making the call. You'd be surprised how many people do not make the call. And a lot of times this is due to lack of commitment or lack of confidence. That can keep you from following up. That can keep you from making the call. Or maybe you spent all your time trying to make everything perfect on your CRM or trying to make everything perfect on your script, right? Make the call. That's mistake number one is not making the call. So get in the game and make the call. Mistake number two, not making enough calls. We talked about, you know, when you make six calls, you get a 90% contact rate rate. You really have to continue to call people to be able to follow up effectively. So have you made enough calls? Have you stopped calling after one time? Have you not called? Right? Make enough calls to make it matter. A lot of people have this same problem when it comes to social media. You know, we talk a lot about being omnipresent on social media. You have to just continue to push content, continue to put stuff out there if you intend to make any kind of impact. Mistake number three, making random calls. So you avoided mistake number one by making the call, you're taking that action, you avoided mistake number two by doing it more than once, but now you need to make sure that you are doing it on not on some just you know random timeline. You need to make contact on a regular basis and you need to have purpose for your calls. So when it comes to follow-up, you need two things. You need volume and frequency. Just like working out. If you work out, you know, fifty times along the course of the year, nothing really changes. It's not nothing's gonna happen really, because that's once a week. That's not that's not even once a week, right? But say you work out 50 times in two months, now you're gonna start seeing some progress. You're gonna start feeling better about yourself, you're creating discipline, right? That's what you want to do with your follow-up. Remember, you want to be the stream, not the rock. The rock's not gonna beat the stream. The stream is consistent and regular, it's gonna win every time. So the best way to combat this mistake is to create a schedule for yourself. So this is a good way to utilize your CRM. Make sure you have it scheduled in there and implement the plan that you make. And don't wait too long because people follow speed. Speed is certainty, speed is power. Use it to your advantage. So mistake number four, hey, you've made the call, you've called more than once, you're being regular with your follow-up. Mistake number four is lacking variety in your reasons to call, in your reasons to follow up. You can't just say the same thing each and every time you call, right? It's gonna get a little weird and it's not effective. When it comes to follow-up, you need lots of variety. You can't be dependent upon one message, you can't be dependent upon one mechanism. Doesn't matter if you like a handwritten note or not, it doesn't matter whether you like phone calls, it doesn't matter whether you like leaving a message. This is about your clients or your potential clients, it's not about you. Without variety, you become predictable and quite frankly could become a little boring, and it makes it easy for people to tune you out. So make sure you have variety in your reasons to call. I'm gonna go over a lot of different ways to do this in another another episode. We could talk about that for quite a while. But mistake number five, no clear purpose for the contact. This goes right alongside with the previous mistake that we just talked about. So just as you need variety in your follow-up, each follow-up has to have its own clear purpose. Basically, you want to make sure that your potential client isn't sitting there wondering, hey, where are they going with this? Why are they here? Why did they stop by? Make it clear from the start, and you'll find it much easier to get the other person's attention. It's also easier on you when you know your purpose, when you feel it, you know exactly what you're doing, you know exactly what to say. So be honest about your clear purpose for each and every follow-up. Mistake number six, not leaving a message. This would be this should be pretty self-explanatory, right? You should always leave a message regardless how many times you call. Mistake number seven, not collecting critical data for future sales. Whatever you sell, it does not matter. You need data to fuel future sales. So you always have to keep your eyes and ears out for other potential deals. Repeat purchases happen all the time. And when people make investments in whatever they make an investment in, they tend to be more open to future investments, especially if they've had a positive buying experience. So it's up to you to listen for that critical data. Find those spots where potential sales could happen. Remember, you're not just following up on people just to follow up or make money, you're following up so you can take care of them at the highest level. Mistake number eight, not asking for referrals. Hey, it's as simple as a few questions. Who do you know? Who's most likely to buy or this product or use our service? You know, my business depends on people like you doing business with people like me. Who do you know? Who do you know that might be interested in this service? It can grow your business tremendously. So if this isn't something you're doing already on a regular basis, you're missing out on a lot of referral business. So don't be afraid to ask for the referral. It's not going to offend anybody. If you're doing a great job for them, they're going to be happy to refer people to you. Mistake number nine, not getting organized enough to store the data. So ideally, you have a CRM in place and you are utilizing it properly. It's a place to store all critical data points, all lead data, all customer data, all stored properly and efficiently in your CRM. Never underestimate the power of having that critical data organized in such a way for you to utilize it effectively. Alright, so those are the top nine mistakes in follow-up we talk about in 10x. So as we close out here, a few questions that you could go over about the your follow-up game as it sits now. What's the biggest follow-up mistake you've made? Or which one of these nine do you do on a consistent basis? And what is it costing you, either personally, financially, emotionally, whatever? What is it costing you right now? And then what do you need to do differently to make sure you're not making uh making that same mistake moving forward? So now you've got the principles and the pillars, you've got the mistakes to stay away from. We'll talk more in an upcoming episode about some more strategies that can help you turn unsold leads into customers. So, hey, if you're out in the sales front, and we all are to some degree, hope this helps today. Be right back after the break. Looking for expert tree care with hometown integrity, look no further than Sangamin 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 SangmentTreeService.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 RobertFarrell 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. Looking for personalized insurance with hometown care, David Hilst, American Family Insurance Agent's here to help you protect what matters most: your family, your home, and your dreams. Whether it's auto, home, life, business, David and his team are proud to serve the Springfield community with trusted advice and reliable coverage. Local service, real relationships, peace of mind. 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