Every salesperson wants to be on top of their service and sales, but what happens when those inevitable, unplanned catastrophes throw you off your normal routine—or worse yet, when periodic swings in business obliterate even a well-planned schedule?
Usually, the first thing that suffers is your follow-up, or the activities you have scheduled to stay connected to the various segments of your business. This high priority block of time is critical when it comes to staying in touch with leads that have reached out for help and still haven’t heard from you.
Your inner dialogue will begin to make excuses for not following up. You may try to convince yourself that too much time has passed and they’ve moved on, that they don’t need you anymore, or that they don’t want to hear from you because they’re certain that you’re not professional since you didn’t contact them in a timely manner. Sure, it’s possible that those leads have moved on to another resource, but whether that’s true or not, you’re potentially leaving massive amounts of income and integrity on the table.
And what about those leads you’ve contacted, fulfilling your timely response plan through multiple communication channels? You’ve called, sent text messages, emailed and even sent snail mail, but all you’re getting in return is nothing but the sound of crickets. Now what?
Whether it’s leads you were remiss about following up with, or the most non-communicative prospects, here are a few strategies.
Bridge the Gap With Video
We love to watch videos because they’re a magical platform that creates an experience that the most creative letters and emails can’t produce. Consider uploading a short video that can be sent through email or social media in order to connect with even the most reticent prospects. Not only is video a time saver, but it’s also a guarantee that you’re a real person, and that you’re even better live than in writing. Using video makes a huge impact, as if you were there in-person when you can’t be. Choose to make a memorable impression in less than one minute by using video.
Say You’re Sorry
When said in the right context, the words “I’m sorry” can be an effective way to reconnect with a lead or referral when a time lapse has occurred. An apology script* is an authentic and helpful way to bridge the gap to a lead that reached out to you and received no response. “I’m sorry, but I may have dropped the ball” will go a long way toward acknowledging your lack of communication and open the door to advance the relationship.
Stay Connected With Past Clients
There’s power in simple consistency, if only you could stick to that schedule. When you write a plan and schedule the day and time each and every week, staying in touch with this powerful group of influencers can produce additional income through warm referrals without having to make one cold call. Boost the relationship connection by planning a monthly or quarterly gathering so you can be face-to-face. Set up a wine and cheese reception for 10-15 people to help you rotate through this vastly rich potential of referrals. Consider planning a movie night, an ice cream social, or inviting a group to a music or sports event to keep you connected with this resource.
Use creativity and persistence to connect and convert more prospects to profits.
*For a copy of an effective apology script, visit bit.ly/2M5XdlO.
Terri Murphyis a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOnRealEstate.com. Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@TerriMurphy.com.
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