Are you "forgetting" to follow up?
Reuben Swartz
Fun "Anti-CRM" for Solo Consultants Who Hate "Selling" but Love Serving Clients. Put the "relationship" back in CRM: conversations, referrals, follow-up, lead magnets, proposals. Host of the Sales for Nerds Podcast ????
Everyone "knows" that the fortune is the follow-up.
So why do we keep "forgetting" to follow-up?
OK, sometimes we really do forget, which means we need better systems and process for Flawless Followup.
But none of that matters if we don't actually do it.
When you're a solopreneur, and you hate sales, and you're introverted, your mind can play a lot of tricks on you that make it harder to get started with follow up-- but that's all it is-- your mind playing tricks on you.
But there's not much point in expending time, money, energy, and hope on business development if you don't follow up. Here's a table showing how the number of required conversations to convert a prospect and your follow up rate impact the business you can possibly win.
That assumes that you win 100% of the business that you follow up on... Drop that down to 75%, and the numbers look like this:
(Of course, Mimiran has a lot of features to make follow up easier for solo consultants who don't want a CRM built for a VP of Sales to track a sales team.)
If you've got some folks you need to follow-up with, but just need some extra encouragement, join me tomorrow (Thursday, February 1) for Follow-up Fest at 11 CT (register here). We'll convene on Zoom, address questions, qualms, and queasiness, then hit mute, and get into follow up conversations (yes, conversations, not emails). Then, 10 minutes before the end of the hour, we'll reconvene and review how it went.
If follow-up is something you know you should be doing, but it seems daunting, come transform it into something fun.
I’m neither solo or “hate” selling. But I know the ART of follow up closes more deals than most others. Tenacity!
I help busy professionals overcome painful relationship patterns so they can create deeper connections without spending years in therapy Founder of The Family Imprint Institute
1 年Right there in graphs & stats Reuben - the fortune is indeed in the follow up. No more "forgetting" for me.
Speaking is Your #1 Marketing Strategy ?? ShePowered? Speaking Roadmap to Grow Your Business, Gain More Visibility & Generate More Revenue | For $150K+ Coaches & Consultants | World-Renowned Expert & Speaker
1 年Wow! Wow! Wow! Captivating visual. Your follow up fest sounds like a Game Changer and a truly fantastic opportunity!
Speaker | Author | Mentor Science & Tech Execs to Drive Decisions Faster| HOW-TO Model??Creator | Your Guide to Telling 'Stories that Stick' to Stakeholders
1 年Reuben Swartz this is the best possible gif for this message - you totally got the "H" right in the HOW-TO Model and HOOKED ME! Plus made me laugh, plus made it memorable - You stuck the landing today. And yes - FOLLOW UP IS KEY! Must build that muscle even if it kills us.
Mindset & Alignment Strategist ? Psychologist ? Speaker ? Alzheimer's Advocate ? Master Your Mindset → Align Your Actions → Achieve Sustainable Success!
1 年Your point about the importance of follow-up in business development is spot on. It's intriguing how often the mind can create barriers to this essential step, especially for introverted solopreneurs. Your Follow-up Fest sounds like a fantastic opportunity to overcome these mental hurdles in a supportive environment. It transforms what might feel like a daunting task into a communal, engaging, and perhaps even enjoyable activity. This approach can not only improve follow-up rates but also change the overall perception of the task.