Follow up Or Die Your Accountant Will Love You part 3

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I most highly recommend calling your prospects. I don't care if you are good on the phone or not. Don't try to "sell" anything on the phone, don't make up a canned pitch like some insurance salesman or mortgage broker. Just strike up a conversation and see what concerns they have. Answer their concern(s) if you can or promise to get back to them via phone, fax or email with an answer. Always be polite and honest and you will be amazed at how many folks respond positively to you. Use others for three-ways until you get the hang of it. It will add an invaluable measure of success to your business.

Finally, you MUST have a good message, good product, good prices and a better deal than everyone else your consumer has seen. If you Follow-up religiously with crummy messages, poor grammar, writing that is not client-centered and benefit-focused, you will NOT see more sales no matter how many times you Follow-up. A lot of that "better deal" is YOU too but your written message must be powerful and totally client-centered. If you are not a good writer, find a seasoned copywriter to help you work up the hard-hitting pieces you will need.

So, what are the rules here?

1. Follow-up from 5 to 12 times to get in that 80% bracket.

2. Let technology do the Follow-up for you.

3. Call your prospects on the phone and make a friend.

4. Use client-centered, benefit-focused copy to get your message across.

By the way, depending on what you are selling in products or services, almost everyone is a potential customer most likely, if not now, then in the future. Do you think it makes sense to keep in contact with them? If you said YES, you are right!

How can you do that without pitching them on your product they don't want or need now?

a: Start a periodic ezine and Follow-up weekly with useful information!

b: Have them read some of the articles on my site to see if they are potential candidates:

Remember; the fortune is in the Follow-up. Your accountant will love you if you do Follow-up. You will be out of business if you don't.


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