Issue#36: Uncover Your Hidden Profits: The Art of Follow-Up>>at least 40% of sales are made here. Break it down for you

Introduction

As a former appointment setter who closed a near 7-figure sale (in 1 deal) and multiple 7-figures target, purely through messaging, I can attest that follow-up is one of the most underrated skills in sales. This skill, which I acquired through a $25,000 training program, is a cornerstone of our sales coaching. Today, I'm simplifying these techniques to help you and your team maximize the impact of your ads and content, while delivering exceptional value to your ideal clients from the very first contact.

Remember: Sales don't begin when leads send inquiries or join a discovery call. They start much earlier in the customer buying journey.

Debunking Common Sales Myths

One of the biggest mistakes in sales is making assumptions. Many businesses attribute declining results to:

• Decreased lead quality
• A shrinking market
• Economic downturns

However, the reality is often different:

1. Buying behaviors are constantly shifting
2. Human psychology is fluid and ever-changing
3. Trust issues are prevalent among potential customers

The solution isn't to bemoan the quality of leads or economic conditions. Instead, focus on providing value upfront rather than waiting for the perfect moment.

Understanding the Customer Journey

What if the issue isn't lead quality, but rather that leads are entering your funnel at different stages of their buying journey? Let's explore some ways to improve follow-up and provide value before the sale:

Let me your thoughts on the above?

Hard Truths in Modern Sales

1. Prospects don't care about your demo until they know you care about their needs
2. Brand names are secondary to solving customer problems
3. Initial contacts are prime opportunities to demonstrate value, not just secure appointments
4. Customers seek consultants who understand their unique needs, not just salespeople pushing products
5. A neutral, consultative approach wins more referrals and future deals
6. Focus on depositing "goodwill" to avoid incurring "trust debt"
7. "Trust debt" accumulates when you prioritize taking before the relationship is ready

The Power of Effective Follow-Up

• At least 40% of sales are made during the follow-up process
• Follow-up is where relationships are built and trust is established
• Consistent, value-driven follow-up can set you apart from competitors

Next Steps

Want to learn more about building a winning client acquisition system for actual appointments and 3-10x more sales? Check out the resources below or connect with me, Stephanie Lam, directly!

P.S. I'm running a workshop from October 28th-30th to help sales professionals refine their skills, mindset, and systems before we wrap up 2024. Interested? Let me know!

Articles you shouldn't miss!

• Issue35-Social Selling: Everything you need to know as a Professional, Consultants,Leaders,Business Owners,Sellers to win in 2024 and beyond
• Issue 34: 2024 LinkedIn Profile Checklist: 20 Steps to Optimize Your Linkedin Profile and Stand Out in Your Industry before 2025
• Issue 33: Avoid these sales mistakes: 2024 is no longer about your sales pitch
• Issue#32: Why Sales Professionals need personal branding and share more value content
• Issue27: Small Brand, Big Impact: Breakdown on Bask Bear's Omnichannel Marketing Success for you so you can apply in your business to get to 200-400%
• Issue 30: The Myth of Consultative Selling
• Issue #31 Why Sales is dispensable if we don't do these..a rude awakening..
• evolution Issue28:300K Ads Lessons in 3minute: [Demo]Biggest Dental / healthcare Ads mistakes to AVOID
• Issue 29: Navigating Real Estate Marketing for Sales Growth in 2024: Adopt a Holistic Plan when it comes to building long term sales growth
• Why am I creating content and sharing insights (filter-free) like mad..
• Are you solving the right problem to improve sales? Lead generation problem or a lead conversion problem, really?
• Issue#25: Top 4 Reasons (and Solutions) Why your Leads from Your Ads are not Turning into Sales
• The Goldmine is not in the Ads or Content that you run relentlessly, it's here ->
• Business Owners & Marketers: Are You Maximizing Your Ad Spend? ????+ recent client's win case study you shouldn't miss
• The google 7-4-11 rules that you need to know if you want to convert more leads to sales - like seriously!
• Is it time to pivot from just running and banging on Digital Ads alone?

More from past months:

• Running event to generate leads and hopefully conversion?
• How to get marketing and sales more in-sync for HIGHER Revenue in 2024?
• How to 3-10X Your Conversion Rate as a Premium/Expert in Field - 10 underrated tips from my almost 20 years of experience in selling
• How to make sales call enjoyable for you and your prospects?
• Why Most cold call fail and 3 Tips to Nail it!
• Sales Blindness - Reason why your conversion is failing...
• Got a 32 x ROAS for a client in 1 month..here's 4 tips you can apply
• 3 Steps to Master Prospecting and Conversion in 2024: with Leads at 3 Different Temperature
• 3 ways to avoid being REDUNDANT in the noisy Digital Market Space
• Sales Suffering? Stop blaming on Marketing Sucks. It's probably these problems too...
• Paradigm shift from endless churning leads to optimising retention + create flywheel for your business for long term sustainable growth
• (3 Ways to)Use what you know about your target clients + Generative Ai = Humanising Business
• Ready to buy lead are a MYTH - here's why and what you should focus on
• Inspiring story - this post gathered 22,000 ++ and counting impressions - definitely worth a read
• Lessons and Gems from 2 Marketing Agencies Powerhouses
• How I helped a client recently to reduce 10X of their CPL - ad cost
• Why working on ground level is so important for successful client acquisition
• Is cold outreach bad ? Does it really cheapen your brand or perceived values?

Somemore..

• The 8 Elements to craft the most powerful Persuasive Sales Pitch to win more clients, your team and prospects online
• Spending 5-6 figures a month on ads? You've got to read this - a lot aren't tracking correctly even though they're spending so much on ads
• How to form genuine connection with prospects online
• Humble Reminders to all of us entrepreneurs/business owners
• How a local entrepreneur in Malaysia grew from a content creator to hitting 1 million in sales within 3 minutes online and how you can apply too in your business!
• System mindset in Enrolling more clients Digitally
• 6 Cold hard Truth from working in clients-facing role for about 2 decades
• Running ads? These are important areas to improve to get the most from your adspend
• In Real Estate sales? Don't miss these Core Basic Elements (Not even known to advertisers) - even relevant to Expert-based Businesses
• Amazon's Everyday is Day 1 Mentality
• There's no better time to be in Expert-based Businesses than now
• Using the Power of Gratitude to attract better opportunities, tribes and clients

If we have not connected, let's connect Stephanie Lam ↗? !

#CustomerJourney #LeadConversion #humanisingbusiness #saassales #techsales