“If you’re not reaching out 15 to 20 times over the next 30 days, you’re not standing out to your prospect. People get busy. Life happens. So don’t give up on these leads. ” – Mark Evans in today’s Tip 305
Are you leaving meat on the bone?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mark Evans. Mark is the Founder of the Standard Sales Company and just yesterday published his new book: Raise Your Standards – The Definitive Guide to Building Seven-Figure Sales. Here he is:
Mark Evans: Are you leaving meat on the bone? Now if you have kids, maybe the story would resonate with you. I have two daughters, one who’s eight and one who’s five and there is times when we go out to eat as a family where the following happens. My youngest fills her plate up to the brim with what most consider a Thanksgiving day feast. She basically has a manhole cover that’s filled with food and here’s what happens next. She sits down, she takes a few bites, she gets distracted, she claims she’s fall. I ended up finishing everything on the plate and I have to take a nap. Now, this little situation played out a couple of times and it got me thinking about the old saying, I’m leaving meat on the bone. And when it comes to sales, there are many organizations, sales teams, and individuals that are doing just that, leaving meat on the bone.
So I want to talk to you about two areas that you can improve today. First, let’s start with prospects. If you’re not following a strong cadence when it comes to new leads, you’re missing out on a massive opportunity. A cadence is the how and the when you’re going to follow up with a lead. Now, if you’re not reaching out 15 to 20 times over the next 30 days, you’re not standing out to your prospect. People get busy. Life happens. So don’t give up on these leads. Most executives and people are getting over a hundred different emails in a single day, so you’ve got to find a way to grab them by the shirt collar and get their attention. You need to also be using multiple forms of communication when it comes to getting in touch with these leads. Just like love languages. Every prospect has a communication language. They may want to communicate and respond best to email, texts, social media, phone calls, direct mail, and it’s your job to figure out which one works for them. You also should be calling back on people that said no to you over the past two years for them, management changes and for you hopefully your product, your service, and your company change, so don’t write these leads off for the rest of eternity. Let’s move on to your current customers. This may be one of the most overlooked aspects of everyone’s business, so few companies are doing customer communication effectively and those that do are going to have more customers and be happier than they know what to do with. Now, those that don’t are going to get swallowed up by changing technology or the biggest behemoth of their competitor. Start at a minimum, a weekly or monthly communication strategy. People often buy products or services because they like the or person that sold them. Now you’re going to deprive them of that because you’re not going to follow up on a weekly or monthly basis. That’s pretty sad. What about anniversary cards on the day they signed up with you birthday cards or just a nice thank you card for their business? In this day of increasing technology where I’m fairly certain, my Amazon Alexa is listening to me sleeping and showing me an ad for something in my dreams, that personal touch will never be lost. Not take the information above and pick out that low hanging fruit feast on the meat that’s still left on the bone. There’s no shortage of opportunity right now. Will it always be like this? Honestly, I don’t know, but that’s why now is the time to capitalize on every opportunity and every lead. Maximize every lead. Get all the juicy can out of your current operation and get as efficient and effective as you can. So if there’s a correction or in the market or 2008 you’re ready. While your competition struggles hard, you put distance between them and you happy selling and thanks in advance
Scott Ingram: For more about Mark and his new book: Raise Your Standards, click over to DailySales.Tips/305 and Mark is being super generous and offering 5 copies of his book to listeners of the Daily Sales Tips podcast, as well as a grand prize that includes a 30 minute sales strategy call, Access to his Sales Quickstart package that he normally sells for almost $2,000 and access to his weekly accountability emails for a month. You have to be on the listener list to quality, and you can do that at DailySales.Tips and then just send me an email to [email protected] with “Raise Your Standards” as the subject. Thanks for listening, thanks for your emails. Even if you don’t win it gives me a chance to say hi, and be sure to come back tomorrow for another great sales tip from Jeff Bajorek