Eat That Frog, Follow UP

Do you find yourself dropping the ball when it comes to
follow up? It is a common problem for business owners and
sales people. You do all of the work to get your foot in
the door; you even meet with the client and do your
presentation, but then you drop the ball.

It takes an average of 7 no's to get a prospect to say yes
to you and your offer. I often joke that I wouldn't be
married to my husband if he hadn't persisted beyond my
first few no's! Most people stop at the first no and then
go back to working on getting another new prospect to talk
to.

What is the difference between someone who gives up and
someone who keeps going? Persistence, confidence, and
discipline. As Brian Tracy says you have to do the hard
things first, "Eat that Frog" then the rest is easy.

1. Set aside a block of time in your schedule DAILY to
follow up. This is very important to do on a daily basis
so you don't procrastinate and then fall into your old
habit of not following up because too much time has passed.

2. Figure out what are the common scenarios you have with
prospects. Do they say they need to think about it, need
more time, no money? Create a follow up process to use for
each scenario you run into with at least 5 steps. You can
use fax, e-mail, direct mail and the phone.

3. Make sure that each contact you have is entered into a
contact management or CRM system and you track where they
are in the sales and follow up process.

4. Don't let other things get in the way of follow up.
Just EAT that frog, Follow UP!

As you start to follow up on a regular basis you will see
the results and be encouraged to follow up in the future.
This allows you to convert more prospects to clients and
makes all of your marketing and advertising more effective.

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