Last week on our blog we talked about how well you are running your business if you are getting rejections. However, we know that hearing NO can take effect on one's morale.
That is why Fiitfu gives you tools to be sure that you are able to run your business effectively.
This month in our 2015 Fiitfu Follow-up Workbook Calendar (still available for purchase HERE as a download), we are all about supporting you in working through the "No's". On Week 29 we have a chart with 100 places for you to track your NO's and YES's. If you don't have our Calendar, and don't want to download via the link above, simply take a piece of paper and mark down spaces for 1 to 100. Your challenge is to decide what your "ASK" is going to be, then call 100 people over the week and mark down if they were a yes or a no. Remember, you will probably get more NO's then YES's—but that is the way it is for everyone!
For more support, you can also check out our recording with Andrea Waltz, co-author of the Go For No Book.
I am going to just say it straight: If you are NOT getting any rejections, then you are NOT working on income producing activities in your business.
Rejections are a key indicator that you are working your business right! They mean that you are:
- Asking people for the sale
- Asking them to join your team
- Asking them to have a party for you
- Asking them to give you a referral
- Asking them if they would like a sample
- Asking them to take a catalogue and sharing it with their friends at the office
- Asking them SOMETHING
This blog is timely, as we are working on a number of projects right now and it seems nothing gets done until you focus on the final details of ONE THING. And boy, does it feel fantastic when it is finally complete!
As an example of one of our projects, we are excited to be working with Ally Loprete - Radio Talk Show Host with "This Little Parent Stayed Home".
In preperation for our interview, and what we will be giving to her listeners as an extra bonus we had a number of fine details to work out BEFORE we could launch our landing page featuring the bonus. We had three weeks to put something together, and of course, I am working on it all on crunch time!
Now we have put our script together, chosen the graphics and wording for the landing page, figured out our special give away to her listeners, created a form, writen up the great give away book, attached that to our form, created a webinar for those that would like to learn more about Fiitfu, spell checked, linked it to Fiitfu—what else is there?
Here are 6 TIps on staying focussed on your project, to be sure you complete it today!
Create a Gift Certificate and make your clients HAPPY to hear from you!
We often hear from our clients that they fear following up because they don't know what to say, or they don't want to "bother" their clients.
Well, time to get over THAT!
And we have the perfect way to do it. If you are one of those that feel like you are a nuisance if you call your customers, then get creative and make them happy to hear from you!
A great way to do this is to create Gift Certificates and hand them out. BUT you can't just hand them out to anyone—there is a process that you have to follow for this. Let me explain.
Want to double your business this quarter?
Then create a referral program and put it into play! Referrals are a powerful way of growing your business.
Referrals allow you to:
- Stay connected with present clients.
- Earn new WARM LEADS and use testimonials that will really resonate with the referral.
- Create loyalty to your brand.
So lets get you started on your new referral program now!
At Fiitfu 95% of our clients come from referrals, and we highly advocate setting one up for your business (or perhaps revamping your present one) no matter how small or large your company is.
Here are 6 tips on getting started on your Referral Program.
HAPPY MOTHERS DAY!
We are so excited about Mom's working their business along side raising a family, that we want to help make it even easier to stay efficient and effective in your business venture!
So to support you, we are having a MOTHERS DAY SALE!
Receive 20% off our ANNUAL RATE AND STILL GET A 30 DAY FREE TRIAL!
Visit us at www.fiitfu.com click on SIGN UP and use the promo code mymomsbiz to start today.
There's an old saying, "The Early Bird Gets The Worm", but in this day and age where we have technology that allows us to work with people all across the country, time isn't so much the factor as is the QUALITY and the QUANTITY of a follow-up.
According to Marketing Metrics, the probability of selling to a new prospect is only 5–20% however the probability of selling to an existing client is 60–70%! And yet, many of us feel fear in following up with our existing customers.
What if I told you that just ONE more call per day, would garner over 50 new customers this year.
Or that one more follow-up per week would increase your sales by 10% this month.
Or that one more ask for a referral a day would DOUBLE your customer base in 12 months.
Would you do it? Would you pick up the phone? Would you make the call to make a difference in your business?-->
It takes more than someone saying "I really liked working with Jan, and I would work with her again" to make an impression.
Imagine if someone instead said, "When I worked with Jan, she got back to me right away when I sent an email, she answered all of my questions AND in the end she saved me over $1000!"
Wouldn't THAT be a better testimonial, it explained that Jan was efficient, knowledgeable, and able to save you money. Three traits in one testimonial!
Remember, your testimonials are like mini sales pitches, without being a sales pitch, because it is not YOU that is saying it! So make sure when you print them out, they are powerful!
Here are 10 Awesome Questions to ask when asking for a Testimonial.
You don't have to use them all at once, pick two or three and see what you get back:
Not liking what you do? Feeling overwhelmed? Feeling like it's no fun anymore? Where did the love go?
The key is to go back to what inspired you originally when you started your career.
Last week we hosted a great webinar with Isabelle Mercier which focussed on what Branding is, and what Branding is NOT!
If you have clarity and the right ingredients in your branding, then you will be able to make more money, have more clients and build your business faster.
Imagine if your clients said :
At Fiitfu, we always talk about Follow-up being easier when you have good records of your clients. It is so much easier to follow-up when you know the last time you spoke, what you talked about, their last order items, or even products or services that they have on their "wish list".
We (Fiitfu) also want to support you with ideas and TOOLS to make follow-up easier, this month we had new templates, webinars, and features to help along the way... if you are STILL not following up, then how about trying one of these.
Testimonial are always nice to get from customers, but what do you do with them when you recieve them?
Think of the definition of a testimonial
a formal statement testifying to someone's character and qualifications
Very powerful when you regard your testimonials as someone testifying to your character and qualifications.
This is why when someone takes the time to email you, send you a note or call you to tell you how much they enjoy your product or your service, that this is not to be taken lightly.
Here are 6 Must Do's when you get a testimonial, a great tool to help you move your business forward!
- Someone on your team hasn’t shown up for the past three meetings?
- A team member never follows through on their promises?
- New rep isn’t put in the work to get the results they desire?
Do you find you have team members that want to reach high success, but are not willing to do what it takes to get there?
Don’t delay that difficult conversation any longer.
TOUGH TALKS will make having those tough conversations with anyone, in particular your team members a whole lot less tough. You will learn some pointers on how to provide honest feedback and have the other person take action. With this knowledge it will help you gain confidence with any kind of TOUGH TALK. So…Let’s get TALKING
We have all heard the terms before, Network marketing, direct sales, multi-level marketing (MLM), and sometimes even a pyramid scheme.
But the reality is Network marketing is big business, if you haven't been involved with it in some way already, it's a good bet to say you probably will be in the future.
In July 2014, the Direct Selling Association came out with the US annual sales report, and it is truly staggering to see the way this industry continues to boom!
Sometimes, following up can be a daunting task. It is especially daunting after you have taken some time off during the summer and you are overwhelmed with where to start!
The summer is not over yet, but don't wait until September to get started on your follow-up. We had a great email this morning from Chrysta Lewis of Arbonne talking about her summer. The email was very personal, warm, and a great way for Chrysta to reconnect with her clients. It got us thinking, and we wanted to share some ideas with you!
First, let's get you started with 3 easy steps to get your September off on the right track!
Fiitfu's Three For One Birthday sale is ON!
Now getting your team organized is even easier than ever with Fiitfu's THREE FOR ONE Sale.
Purchase a 1 Year Subscription for only $199.50 and two others* also receive a 1 Year Subscription for Free!
Since writing that blog, I have become aware of how significant THREE can be!
If you are feeling like you are constantly begging, bugging or bungling things when it comes to follow-up, then you need to be sure you know these 3 key tips:
A new year, a new set of goals.
Goals are often thought about in the first week or two of the new year, but soon forgotten. Often because good intentions are not matched by ACTION.
If you have written down your goals you are on the right track (and you are probably familiar with the Harvard study that suggests that the 3% of graduates that write down their goals, are actually the highest income earners in relation to their classmates).
BUT here is what I know.
SMART goals will take you so much further than your average goal. Written or not, a goal must be broken down to be a SMART goal.
What is a SMART goal? Well here you go.
It is two days to 2014… do you know where your Goals, Dreams and Aspirations for 2013 are?
It is time to check in and see how close you came, where you fell short, and what you can change for next years goals. Here are 5 steps to checking in to see how you did, and get you ready for next years goal setting.
MAKE IT QUICK AND EASY FOR YOUR CLIENTS TO ORDER!
As a small business owner, you have a lot on your mind, marketing, selling, blogging, customer relations, accounting, not to mention now will most likely be the BIGGEST FOUR WEEKS of the year in sales for your business!
So are you ready?
Get yourself a plan together for BLACK FRIDAY, CYBER MONDAY and CHRISTMAS shopping NOW If you haven't already done so, now is the time to be very clear on the offers you will be having over the next three weeks. Black Friday is known not only in the US, but many other countries are also taking on this shopping day that seems to cause such a frenzy in buyers. Know what you are going to offer and what each day will look like. Schedule your announcements for each sale, is it a day, a three day event or a week long sale? What will you offer and what will be your Call To Action
Make each promotion different Spice it up a bit. What will you do to appeal to your different clients. Perhaps the first promotion will deal with only a certain brand, or products you can sell at under $20. For instance "Black Friday makes it easy to purchase all your Christmas gifts for only $20.00. Sales items will be discounted at up to 70% to keep this Christmas within budget. Check out these items you can buy now for only $20.00.
Make it different! Are you doing the same thing as everyone else, or do you have an edge? Be sure to think outside of the box, there will be a LOT of sales during this time. Tell me why I should buy from you, or make it different.
PRE CAMPAIGN - What will you do to create an awareness of your campaign before it starts... so that people watch for it. How bout sending out an email like this! Get others ready for Black Friday / Cyber Monday and Pre- Christmas shopping. We just did!
If you are not a FIITFU member yet, you will want to watch for our PROMOTIONS on these days... Check our Facebook page, our Twitter account as well as your emails!
TRACK YOUR ACTIVITY... have you heard of re-purposing? The sales you create from these campaigns will benefit you down the road as well... as long as you follow up! Get repeat sales, referrals and testimonials from your clients. How do you do this. As long as you RECORD everything you do and record every sale you make! How did they hear about you, what did they buy, what would they still like to purchase.
USE YOUR FIITFU ACCOUNT TO MAKE SURE YOU HAVE THIS INFORMATION AVAILABLE IN THE NEW YEAR!
With all the sales you make this month, you won't be able to remember them all, but Fiitfu will help you to remember. How can you possibly remember all these people in January - March when they are ready to re-purchase?
Invest your time now, stay organized and on top of your November / December sales Next year you can look back and see what worked and what didn't work. Each year your campaigns will be more and more successful as you analyze what worked the best for you the year before.
TAKE A BREAK... after your big sales push, take some time off and enjoy Christmas with your Family.
Now get ready to do it again for BOXING DAY AND NEW YEARS!
Have you ever heard that as an objection to joining your team?
"Oh no one ever makes it to the top, just the ones that get in first..."
Well, I want to share a few KEY FACTS about this point... it is not that the companies don't want a higher % to make it to the top, it is because those that are working the business... are NOT FOLLOWING UP!
Check this out.
If you presently have 100 consultants on your team, it is likely that your success in recruiting them would look something like this:
- 2 would have signed up after the first time you spoke with them about the business.
- 3 after the 2nd time you talked to them about the business.
- 5 on the 3rd contact
- 10 people would have signed up after 4 conversations regarding the business
- And a staggering 80 of them would have signed up after 5- 12 conversations. (and I would dare to say the Majority of these 80 would have signed up after more than 8 exposures to your business)
Here is where the problem lies:
If you don't have 100 consultants on your team, you are with the MAJORITY so don't feel bad, but take note of these numbers:
- 48% of us will never follow up with a prospect. HMMM only 2% will sign up on the first introduction, so we have some work to do!
- 25% of us make a second call and stop! WHAT WE STOP? What is wrong with us! This is 73% of us that make only one or two calls!
- 12% of us make only THREE contacts and then STOP!
- 10% of us will make the 5 - 12 calls that is needed to fully answer all objections, stimulate mass interest, and excite someone enough about your business to make their decision to get started.
So, what are you going to be, in the top 10% of your company, or below. You will find that if you just follow up with your clients, and stick with it you CAN make it to the top, and if not the top then at least a level that pays you a nice salary doing what you love.
Now when you hear the objection "so few people make it to the top" Now you can say "that is because only 10% of consultants ever bother to follow up more than 5 times!"
Follow Up, Follow Through, Follow your fortune!
With Fiitfu CRM Solutions,
Boo The Boogeyman by following
these three rules of great follow-up.