What makes us successful is how we deal with failure, mistakes, and let-downs. If we never failed, we would never learn, and so we must know that it is OK to try and to fail.
Think of all the great quotes about failure, like "'Tis better to have loved and lost than never to have loved at all" (Alfred Lord Tennyson). The successful ones that first had bankruptcy, the stories (and quotes) are endless. So why do we fear failure, when it only pushes us forward?
Not following up has one obvious failing—you don't get a sale. But there are also other factors involved. Recent research has shown us that customers these days are not happy with the way they are being serviced by their account representatives, and this is something that has to change if you want to grow your business.
By not following up with a client, you are not only breaking your word, and falling off a clients radar, but you might be missing out on more than you realize. Consider the following statistics when it comes to not following up.
Research from Marketing Metrics states that the probability of selling to a new customer ranges from 5 to 20%. However, the probablity of selling to an existing customer is 60 to 70%. You don't have to be a mathmetician to realize how staggering those numbers are, and that causes me to wonder why people don't follow up.
Do you remember the old ad with Heather Locklear for Faberge Organics Shampoo "They will tell two friends and so on and so on". This is how the power of a testimonial can really take off!
Testimonials are like having your own sales team out there talking about your product or service. When someone talks about your business, friends listen and THIS is what can really drive sales forward, especially when it is all good feedback.
Think about the last time you were looking for a good restaurant or hotel. Many of us will ask others if they have any recommendations that they would like to share. When you get a raving review, aren't you more inclined to take the chance and visit the establishment?
This may be easy at the beginning of your business. This is when you have fewer customers, and therefore you can retain more information about your clients, sometimes without even referring back to your notes.
Creating a follow-up plan is as important as your marketing plan, your business plan, and your financial plan for your business.
You may have seen the numbers before on sales statistics and know that 80% of sales are made after the 5th to 12th contact, and yet only 12% of us follow-up more than 3 times! You can really see why the number of people that rise to the top are limited.
At Fiitfu we are here to support you in making sure that YOU rise to the top, stand above the rest, and excel in your business because of your incredible follow-up.
This is the FIRST STEP into turning your present chop chop follow up, into a magical customer retention connection plan.
Each client will have their own specific needs and wants when it comes to following up with them, HOWEVER you still need to have a structured and consistent way in which you follow up!
The first step in any program of change is to identify what needs to get better and in some cases, what may not be happening at all! In doing so, you will understand what this area of growth has cost you in the past.
This is our first step to getting better at Follow up... and so we introduce to you our little Ninja who you will have to fight all month long to get over the FEAR of following up.