CC14 - Tim Wackel - Art of Effective Follow Up

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Email 101: Getting the Best Bang for your Email Buck

Vanessa MeinckeSales Training Expert & Executive Presentation Coach

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Stay Tuned…

Session Room A

Session Room C

11:15 AMTo

12:00 PM

Tim WackelWhen Prospects

Go Silent – Follow Up That Works

Tim WackelTurn Your Cold Calls into Gold

Calls

Scott LelandBuilding,

Maintaining, and Retaining Client

Bridges

Upcoming Sessions

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When Prospects Go Silent

Tim WackelSales Training Expert & Executive Presentation Coach

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What separates top performing sales reps from everyone else?

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CuriousHard working

PreparedTrustworthy

Professional

Competent

Empathetic

Reliable Credible

Consistent

Sincere Value

CreativeEnthusiastic

Friendly

Fun!

PassionAttentive Approachable

Persistent

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HardWork

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Mastery!

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The world doesn’t pay you

for what you know,

it pays

you for what you do!

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Red Green Black Blue

Black Red Blue Green

Blue Green Red Black

Green Blue Black Red

Black Blue Green Red

Red Green Black Blue

Green Black Blue Red

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Follow up or fail

Principle #1

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When do you give up?

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2% of sales are made on the 1st attempt

3% of sales are made on the 2nd attempt

5% of sales are made on the 3rd attempt

10% of sales are made on the 4th attempt

80% of sales are made after the 5th attempt

National Sales Executive Association

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46% of reps give up after 1st attempt

22% abort after 2nd unsuccessful attempt

14% never get past the 3rd try

Research firm PLC

82%

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Follow up?

Email

Phone

Face to face

Certified mail

Unusual item

Post card

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Follow up?

Email

Phone

Face to face

Certified mail

Unusual item

Post card

Lumpy mail

FedEx / UPS / courier

Valuable insights

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#connectcon14 @connectmembers facebook.com/connectmembers

Follow up?

Email

Phone

Face to face

Certified mail

Unusual item

Post card

Lumpy mail

FedEx / UPS / courier

Valuable insights

Handwritten note

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Plan your workWork your plan!

Principle #2

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2% of sales are made on the 1st attempt

3% of sales are made on the 2nd attempt

5% of sales are made on the 3rd attempt

10% of sales are made on the 4th attempt

80% of sales are made after the 5th attempt

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Attempt When How What

1

2

3

4

5

6

7

9/22

10/7

10/13

10/21

10/29

11/3

10/1

Phone

Email

Package

Note

Postcard

Email

Phone

Intro, value prop, appt

Interesting stat – let’s talk

Sales tips booklet

News you can use

Are your reps persistent?

Should I stay or go?

Wishing you all the best

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Dear John,

I haven’t heard anything back from you so I’m assuming your interest might be slipping. Wanted to demonstrate my persistence without becoming a pest!!!

Here is a quick re-cap of what I’m trying to connect with you…(clear, concise, compelling value proposition goes here)

Please just hit reply, type one of the following three numbers into your response and push send. I’ll take it from there.

#1. Thanks anyway Tim, but there isn’t any interest in moving forward – ever!

#2. Glad you’re touching base. Please call me to start discussing specifics

#3. Timing isn’t right. Check back with me in a few months.

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Business gets better when you get better!

Principle #3

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30/20/10 Rule

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Upcoming FeaturesInsights Beyond Business Card

Predictive AnalyticsProspecting Tools

Data QualityUser Groups

Connect The DotsEngineering ExcellenceCommunity Programs

Top 10 Tips for Connect

Community VoiceMobile

Lunch ‘n Learn Now - Breakroom

*See your event guide for lunch topic overviews

Tweet your learnings, #Connectcon14 or @connectmembers

#connectcon14 @connectmembers facebook.com/connectmembers

Upcoming FeaturesInsights Beyond Business Card

Predictive AnalyticsProspecting Tools

Data QualityUser Groups

Connect The DotsEngineering ExcellenceCommunity Programs

Top 10 Tips for Connect

Community VoiceMobile

Lunch ‘n Learn Now - Breakroom

*See your event guide for lunch topic overviews

Tweet your learnings, #Connectcon14 or @connectmembers

#connectcon14 @connectmembers facebook.com/connectmembers