Creating a Follow Up Plan

Creating a follow up plan is like insulating your home. The upfront effort pays off later.

If you have ever owned a home, you have probably spent money on glamorous things like insulation. According to HomeAdvisor.com, the average homeowner spends $1359 to insulate their home. You could also use that money to fly to Florida to escape the cold. That sounds like a more enjoyable way to spend the money if you ask me. In colder areas, upgrading your insulation can save you $600/year. So, within 3 years, the investment of insulating your home has more than paid for itself. The upfront costs of insulation are an investment in future energy savings. It takes discipline to use the money for insulation instead of plane tickets, but you know it will pay off at the end.

 

Upfront Costs

creating a follow up planCreating a follow up plan is much like insulating your home.  It is an upfront cost of time and effort that will more than pay for itself. Making repeated contacts can get discouraging when your prospect isn’t responding or says they’re still not ready. It can be hard to know what to say or how to reach out time after time. A follow up plan and checklist will help you know what to do and say and will help you make more contacts than you would otherwise. If you had a list of follow up touches that you could spread out over weeks or months and repeat with every new prospect, it would make follow up that much easier.

Since 80% of sales are made after the 5th contact, your follow up plan should include more than 5 touches. You can also plan for the frequency of interaction, depending on the sales cycle and your clients’ needs. The first few contacts might be a week apart, but then it might be a month before the next contact. It depends on your sales cycle. By spacing out your contacts, you remain in front of them without being annoying.

Each time you contact your prospects, you should have a reason for contacting them – sharing a resource, asking a question, or inviting to an event. Take those purposeful reasons and create a sequence that can be used over and over again. Every time you get a new prospect, you will know exactly what to do. Each prospect will receive the same attention and resources. You won’t let another prospect slip through the cracks and leave money on the table.

If you need structure and guidance to create your follow up plan, sign up for the 2-part mini-class, “Your Follow up Formula.” In it, I will help you create a follow up plan specific to your business that you can use over and over again.

 

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