In this episode of The Breakthrough Babe Podcast, I’m busting myths about the dreaded follow-up process in sales. This is SO important, and unfortunately, it holds a lot of people back from making the sales they deserve. I see so many people scared to follow up and give up easily. I want to show you today how to go about it in a way that’s not so scary and can even be easy and fun!
But before we dive right in, let me introduce myself in case this is your first visit. I am your host, Jen Gitomer, creator of Breakthrough Babe and author of the best-selling book, Sales in a New York Minute.
And it is time to make massive breakthroughs in YOUR life. With each episode, you are going to move past your fears of asking for the sale, learn to build deep connections that lead to meaningful business results, and master sales strategies that will help you grow and scale your business. Each week, I will be providing you with tips to avoid common mistakes in your business, teach hacks to help you grow and scale faster, and teach you to ALWAYS ask for the sale with confidence.
It is time for you, the Breakthrough Babe, to create more sales, income, and connections in your business. Let’s get started!
And in this episode, we are diving into how to master the follow-up process. For all the details, listen to ALL of episode 44 of the Breakthrough Babe Podcast on your fave streaming platform.
Asking for the sale feels scary, icky, and comfortable. And you know what? It feels that way because it IS that way! Saying something like, “I’m just following up to see if you’d like to move forward,” that’s crappy! I get it! That’s NOT what I’m telling you to do.
The first step is to think about sales differently. Someone once asked me how to know when to stop following up. I only stop following up if I genuinely believe that I can’t help that person. But if I believe in my heart that I can help them, I will continue to follow up with them. It would be selfish of me not to! So if you really believe you can help someone, continue to follow up with them! They need your help!
My first tip for you is not to leave the meeting with the next time to talk in place. If they’re not ready to decide right now, cool. Ask, “When will you be ready?” If it’s next Monday, arrange a time to talk next Monday. Get another meeting in the works.
My next tip is to follow up with value. This is pretty simple. You send them something they would perceive as valuable. For example, it could be an article you came across. It could be a podcast you recorded.
Whatever it is that has something to do with what you talked about that you think they’d appreciate. This way, you’re not even asking about the sale. You’re giving them value. They’ll be thankful for that and you. And you can tell them that you’re following up because you genuinely believe you can help them. People will really respect that.
My last tip is to have a system in place. Automate it. But make it fun! You can have memes or gifs or other funny things in there. Infuse your personality into it. It can, if you want, call attention to the fact that you’re once again following up with them. But if what you send them makes them smile or gives a positive association with you, they won’t be annoyed. And you won’t feel uncomfortable.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She left corporate America to fulfill her entrepreneurial dream. Jennifer helps entrepreneurs increase their revenue and profit through her proven sales strategies. In addition to the Breakthrough Business Babe Podcast, Jennifer co-hosts the Sell or Die podcast with her husband, Jeffrey.
She is the best-selling Author of Sales in a New York Minute – 212 Pages of Real-World, Easy to Implement Sales Strategies to Make More Sales, Build Loyal Relationships and Make More Money, the CEO and Founder of Breakthrough Business Babe and a master business growth coach. When she’s not working, you’ll find Jen planning her next Paris trip, taking a yoga class, playing tennis, or hanging out with her family and Cavalier King Charles fur babies.
NEVER make your potential client feel bad. If they haven’t responded to you and you call them out on it, they’re going to feel like crap! Your job is not to make them feel bad. Guilt does not lead to sales.
My next big point here is to keep it BRIEF. No one wants to read ten paragraphs! Keep it short, punchy, and to the point. Take out the fluff. It can be really short and sweet. Just say what you need to say and move on.
There’s a cheesy phrase out there: “The fortune is in the follow-up.” But you know what? It’s TRUE! I firmly believe that if you care about the follow-up process, it will care about you! When you come at it from a place of truly caring about helping your clients, you will elicit more responses AND make more sales!
Be sure to tune in to episode 44 of The Breakthrough Babe Podcast. And if you love this episode, don’t forget to take a screenshot, share it on your Instagram stories and tag me @jengitomer so that we can spread this important message to even more entrepreneurs and biz babes!