Elite Scheduling Services has been hired to do a lot of follow-up calling lately. These are calls that we make to people after they’ve attended an event, seminar, appointment, or have received a direct mailer, lead card, or other information via mail or email. And, the key to booking good, solid appointments is making these calls in a timely fashion!
You will find much greater success when you follow-up with people within a few days to a week after an event and/or mailer. Waiting too long, unfortunately, can result in wasted opportunities, time, and money. Our world is ever-changing and the quicker we can follow-up with people or a sales opportunity the better.
I admit that we don’t want to stalk people just to make a sale but when people are interested in something, a lot of times they wait for someone to call them. For instance, Jan and Robert go to a financial planning seminar and listen to Joe Smith talk about retirement, life insurance, and annuities. They are very interested in what Joe has to say and intend on doing business with him. They go home after the seminar and life happens, they get distracted and several weeks pass. Joe hasn’t called them and they’ve forgotten about getting their financial affairs in order.
When Joe finally does follow-up with Jan and Robert, they’ve either started working with another financial planner, have moved away, or are just no longer interested. The moral of the story? Don’t let warm leads grow cold! This resulted in a wasted opportunity.
Unfortunately, I see this happen a lot. I know people get busy but if your goal is to be a successful salesperson then you must make follow-up calls in a timely fashion. That’s it … a follow-up call. If you are just too busy then hire someone to do it for you! And at Elite Scheduling Services, we’d be happy to help!
If you don’t feel the need to hire someone then get organized! Make a list of all the people that need a follow-up call and set aside time in your calendar to make those calls. Keep an ongoing list and spend time each week just following-up with people. Plug the names into your calendar, keep a spreadsheet on your computer, or write the names down on a nice white pad of paper. Whatever it takes, just make the calls and you will see results!
Happy calling!
-Danae Branson
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