“But I didn’t want them to forget about me so I really had to find a way to follow up the right way consistently, persistently” – Ryan Alvord in today’s Tip 211
Do you follow up consistently? persistently?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host Scott Ingram today. I thought we would continue on the topic of consistency with this clip from Ryan Alvord of Paychex. It’s not just Ryan’s process that’s consistent, but so are his results. At the time of our interview, Ryan had finished in the top 10 of roughly 400 reps for the previous eight years consecutively, and I’m pretty sure he finished him the number one spot again last year. Here’s what he had to say about consistency.
Ryan Alvord: I think it’s a cliché thing to say in sales is that you’re just persist. But I think there’s really really a craft to it. I look at it from this perspective. I assume that at any point in time about 5 percent of my prospects are frustrated with their current vendor. The problem is that this 5 percent is always changing right. So it might be different every week. There might be a different 5 percent that’s interested in looking every week. So from my perspective, I really need to make sure that my name was in front of that 5 percent whenever they were ready to look. So it might not be this week it might be you know two years from now but I didn’t want them to forget about me so I really had to find a way to follow up the right way consistently, persistently and it needs to be done tactfully as well. Right. So you have to follow up in a way that’s pleasant. You can’t come across too pushy. Nobody likes that type of sales rep but you do need to stay top of mind for them so that when they’re ready to make a switch they’re thinking of you they’re going back to an e-mail that they got from you a week ago and just responding to it and say “yep you know what we’re ready to look now.”
Scott Ingram: If you want to hear my complete interview with Ryan, you’ll find that on episode 32 of the Sales Success Stories podcast. And as always, we’ll have links to all of that stuff at DailySales.Tips/211. While you’re there, do yourself a favor and join the listener list. That way you’ll get consistent weekly emails from me, and of course, you can unsubscribe at any time.
Thanks for listening and be sure to come back tomorrow for another great sales tip from Camille Clemens.