Today on Young Hustlers Jarrod Glandt goes solo talking about the importance of follow-up.
How many deals have you lost because you haven’t followed up enough? Many people don’t see success with follow-up so they give up. They make a phone call and that’s it. If you follow-up persistently you will differentiate yourself because nobody does any meaningful follow-up.
There are two types of Follow-up: Pre-sale and post-sale. Today Jarrod talks about pre-sale follow up. People underestimate how much energy and effort it takes to win a sale, to getting attention, and to get in front of people. You don’t get a six pack by going to the gym once or twice. It takes consistency. Following up with persistence will get an initial conversation with someone, get their attention, and eventually secures an appointment.
Three Things to get your presale follow up game tight:
1. Be persistent: Even if you are bad at follow up, eventually you’ll get something by persistence.
2.Be creative: You are a pest if you aren’t creative. Bring something new to each interaction.
3. Understand your Cadence: What is the speed at which you follow-up? Nobody likes doing things that they suck at. Have some predictability of what’s going to happen. Get a rhythm.
In your follow-up don’t rely on one single channel of communication. None of these things are effective by themselves. Follow up has to incorporate all these things:
Phone, Email, In person, Texting, Fax, Gifts, Articles and Blogs
The point is that you need to practice VAFU: Value added follow-up
Practicing VAFU is how you can be persistent without getting on someone’s nerves. Make a strategy for your follow-up. You need to get 100 lines going off your boat. You call a guy 3 times and he doesn’t return them and you start thinking he’s not interested. Think of every call as a win. Better to lose a deal because you follow up too much than too little!