Focus On The Follow Up Process With Your Prospects
In the initial stage of contacting the prospect you may be doing everything right. You are picking up the phone, emailing the prospect with a well written email, connected with him via social media and what not. So how is that you still have no clients? One of the biggest failures in business/sales is when people fail to follow up with a prospect. Its sad because this is something they wont teach you in Harvard. According to the Association of Sales Executives 81% of all sales are closed in the follow-up process and in most cases on the 5 or 6 attempt! In our case here at iyazam.com 90% of our business is closed in the follow up process! If we know the numbers then why do people fear the follow process? I once learned that in life when it comes to success their are two types of fear: Fear #1 The fear of failure Fear #2 The fear of success It interesting that the "fear of success" is just as much strong as the "fear of failure" - yet most people don't realize it. The fear of success relates to the fact that people start to think of themselves as unworthy for this money. "What will happen to me if I make lots of money?" They don't see themselves in the position of making some nice money, meaning "I am not fit for this" - So on many levels its also a fear of money. The best way to overcome this fear is by educating yourself that money is not bad. Anthony Robbins says that you should have in mind the good things you can do with this money -think about how many other people you can help with your money. When you become comfortable with the concept that success is good and its always good to be a winner no matter what people around you will tell you - this is when your prospecting skills will kick in full speed. You want more business? Follow up, follow up and follow up!
|
