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Building Trust Through Your Follow-Up

Today, we’re going to talk about follow-ups. And why they’re so important. (Hint: this is where your sales happen). We’ll also talk about how to do this without being annoying or salesy!

A lot of us give up after 2 or 3 follow-ups. Our prospects don’t respond, so we start assuming they don’t like us, or maybe it’s something we said and we make up all this stuff up in our head.

The good news, it’s not you!

People are busy. This is how humans are wired. They may not be ready at that very moment or they may need a little more time to “think about it”.

Are you following up 10 times?

Most people don’t. They may follow-up three times, but if they don’t hear anything, they begin thinking up stories as to why the other person isn’t responding.

In reality, most people won’t respond to the first five follow-ups. The reason is simple: it takes time for people to stop seeing you and the opportunity you’re offering as a threat. The threat is change. Change is scary and their subconscious mind will shut it down.

After several more follow-ups, they’ll connect to the hope of the original opportunity. By the time they get the sixth or seventh follow-up, they may respond and say “I’m so sorry! I’ve been busy with [work, school, family]. Thank you so much for following up!”

At this point, they’re more likely to have their defenses down and will be open to talking about it with you. That’s why by your sixth or seventh follow-up, you’re technically starting over. But now you really have the opportunity to help them–long after most people would have given up.

Remember: keep them on your list until they convert or say no.

Stay positive during the follow-up process

One of the reasons entrepreneurs avoid following up is they don’t want to seem annoying and drive away potential business or recruits. Waiting to hear back may feel lonely at times. However, there are three questions to ask to help you keep your chin up and motivated to continue reaching out to your contacts.

#1 Do you believe in your products?
#2 Do you believe in your company?
#3 Are you in the business to change lives?

If your answer is “Yes” to these questions, it’s time for a shift.

Since you care about your relationships, following up is your chance to show them how much you care. Ensure you’re following up with the right people at the right time by following a system so no one falls through the cracks.

How to follow-up without being annoying

No one wants to feel like a pest. Here’s how to follow-up without feeling like one.

  1. Never ask them to do anything in the message (The last thing you want is to make them feel like you’re giving them work. Instead, ask how they’re doing, send well-wishes for a great day, etc.)
  2. Send your message via Text and keep it short enough so they can read it without opening it (Because they are not going to respond yet. )Remember, following up is an act of love. It’s the only way we can actually help someone… because until they take action, we have no opportunity to impact their lives.

If you fail to follow up, what you’re really communicating is: you just don’t care.

As you follow up, remember:

  • Be positive and show them that you care
  • Be persistent. Keep following up. Keep following up. Keep following up.

If you start feeling like you aren’t ever going to get an answer, remember, you are running a BUSINESS.  Simply, nicely, take the opportunity away.

I send an email or a text that says, “Hey, I know we’re all busy,  but I’m focused on helping as many people as I can reach their goals.  Since I haven’t heard back from you, I’m going to assume that this isn’t for you.  I wish you the very best.”

This simple text releases me from wondering what’s up with my prospect, plus lets them off the hook as well.

Believe me, the ones that are still interested will email, phone, text back letting you know!

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Karla Silver

Karla is an online marketing expert, coach, speaker, two-time award-winning bestselling author and has been voted into the top 50 online marketers in direct sales. Karla helps entrepreneurs build and automate their businesses online.

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