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Date: June 22, 2009






About six months ago I sent you the "7 secrets To Follow-up Mastery". I hope you have found that valuable.  However, I thought I would share with you feedback from the various questions I received over the last six months, related to "Follow-up" and the "Sales Process" in general.

Actually, some of the questions related to follow-up, go back to an 'Old Concept" of "Sales", which is "We have to "Close the Deal", as soon as possible, because we won't get another chance"....

Up until perhaps, 10 years ago this is how "Sales People", were taught.  High Pressure, sales techniques, that may have had a higher chance of selling the first time, but it did nothing for developing "Trust", and a long term "Relationship."

Even with the On-Line Businesses, the communications and sales process is by and large, a "One Shot Deal".  Hoping to get a sale here and a sale there...  I call this a "Revolving Door Sales and Marketing Strategy"

With That background on to the questions and answers:

What is the REAL purpose of follow-up?
Not everybody is ready to purchase your products or services right now. This is the number one reason for continuing to follow-up. Sales and Marketing is 'Long Term. The fact that they don't buy right away doesn't mean they won't eventually. Follow-up keeps your name in front of your contacts until they are ready to buy. "People buy, when they are ready to buy...  it is our job to be there when they decide to buy."

When should my first follow-up message go out? Immediately. If you obtained a lead from your website, make sure they instantly receive an email from you. If you purchase your leads, get in touch with them right away. If you spoke to a prospect in person or on the phone, send them a follow-up message. Don't give them time to forget about you. Start building that relationship right now. I was once, told that 90% of doing business is 'Just Showing Up."  There is a lot of truth in that.  Showing up, is another way of saying "Following-up."

How frequently should I follow up with my contacts? When first marketing to a lead or customer, it's all right to send them several sequential emails. Remember, the average person needs to hear your message seven times before they buy. Follow up regularly during the first year of contact. After that you can include them in a less frequent campaign. The operative words in this statement are the words "Seven Times".  You may have heard that a "Revolving Door Sales and Marketing Strategy" cost seven times more than a "Loyalty Ladder business", this is the reason. Over 80% stop contact after three times. 

How long should I continue to follow up? Follow up should continue indefinitely. If you have a system in place, this should be a simple task. It never hurts to stay in touch. After all, you can never guess when a prospect will be ready to buy.

If you take the time to consistently follow up with ALL your prospects and customers, you will be adding hundreds, even thousands of dollars to your bottom line.

Also, see the "Infusionsoft's Double Your Sales Guarantee" in one year by using their Software. Take the "Infusionsoft Double your Sales Challenge". 


If you want to grow your business instead of just manage it, then you need Automated Follow-up Marketing software. Discover the difference.


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Kevin Barrett

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