Following up is critical to sales success.
We use a two-tier follow-up system:
Immediate follow-up for prospects who show interest in making a purchase in the near future, and more long term follow-up for those who aren’t ready to convert… yet.
Failure to follow up is failure. Period.
If you call someone’s business phone line and they don’t pick up, that doesn’t mean they don’t want to talk to you. It means they don’t pick up their business phone.
That’s why our Chase Formula follow-up system involves reaching out to prospects by multiple communication channels.
It’s the only way you’ll get heard.
We follow up immediately using an ‘8-touch’ formula that looks like this:
Day 1: Send email, prospect clicks / registers
Day 2: Phone call & email follow-up (touch 1)
Day 2: Phone call 2 to 4hrs later (touch 2)
Day 4: Phone call (touch 3)
Day 6: Phone call & email follow-up (touch 4)
Day 9: Phone call (touch 5)
Day 12: Phone call & email follow-up (touch 6)
Day 15: Phone call (touch 7)
Day 17: Phone call & email – final reminder (touch 8)
Every touch is an opportunity to position your brand and offer prospects value!
Long term follow-up, of qualified prospects who are with competitors, who are already customers but don’t want to take the next step up, or where for whatever reason the timing isn’t right, starts with separating prospects into A and B piles. (We toss the C pile. So should you.)
'A' piles are qualified, ideal prospects.
Because the potential payoff is much higher A pile candidates require more frequent,expensive touches.
This is who gets your physical mail campaigns, print newsletter, live event presentations, and drop offs.
'B' pile candidates have potential but it’s less clear.
They will get less frequent, less expensive touches. This is who gets your emails, postcards, and webinar invites.