Persistence, persistence, persistence. I’m surprised how few entrepreneurs follow up.Mark Suster

 

Check Out These Highlights: 

I don’t think I have ever shared this on my podcast. I have a 7-step sales process I use which is the premise of my #1 Best Selling book ESP: Easy Sales Process – 7 Steps to Sales Success. 

The last step in my process is called CPR follow-up. This means consistent, persistent, and respectful follow-up. You get the idea. All relationships need CPR to keep breathing life into that relationship.  Respectfully following up is such a key piece of generating new business, closing more sales, building the “know, like, trust” factor, and bottom line, the easiest way to make more money…all done respectfully! 

Yet one of the mistakes I see with my clients and with other sales folks make is the lack of follow-up. And here is the funny thing, every salesperson, or business owner I speak with, knows how important follow-up is. Yet, when I ask what their follow-up process is, I usually hear things like I don’t have a specific follow-up process, or I use my Outlook calendar.

Extracting The Most Out Of Your Customer List Mostafa Hosseini (EP. 90)

 

As always, thanks so much for joining us on this episode. I hope as you tune in that you start to fill my passion and my mission that we have to change the word sales from something icky, sleazy, and manipulative so that we know we can come from love, care, respect, and be even more successful in our business. To help you with that mindset change, I have a free communication style assessment.

You get two reports. One will spotlight your superpowers and how people see you in the world. The blind spot and the lowest score. You will also get a report, which for me, is sometimes the more important report to read because it will show you the style that is probably the most difficult for you to connect and engage within your business or your career. Take your free Communication Style Assessment. It’s my gift to you.

The last thing I’m going to ask, I have to give my big ask for the day. If you guys are loving the show, please rate, review, and subscribe so you don’t miss an episode, because I want to see you here. My quote or my motivational quote for this episode is by Mark Suster. He says, “Persistence, persistence, persistence. I’m surprised how few entrepreneurs follow up.”

I don’t think I have ever shared this on my show before, but I have a 7-Step Sales Process that I have been using for many years. It’s also the premise of my number one international best-selling book, ESP-Easy Sales Process: 7 Steps to Sales Success. Why am I telling you this? It’s because the last step in my process is follow-up.

I have to tell you, in my years in business and my years in sales, the number of people that don’t follow up is mind-blowing. Here’s the reality. We are leaving a ton of money on the table and we are leaving relationship building on a back burner instead of proactively pursuing those relationships. I have an amazing guest in this episode. We are going to talk about follow-up. Mostafa Hosseini is a good friend. He’s North of the border in Canada, and he is the Founder of Persyo Inc. He is the Creator of the Simple Retention Formula, Simple Marketing Formula, Simple Offer Formula, and so much more.

 

 

CSG 90 | Following UpAbout Mostafa Hosseini: 

For the past 12 years, he has helped business owners and entrepreneurs build profitable businesses in various niche markets and industries. Currently, his call center helps established businesses fix their follow-up problems and scale through referrals and customer retention (without spending any money on Ads).

 

Mostafa is the founder of Persyo Inc and the creator of

  • Simple Retention Formula
  • Simple Marketing Formula
  • Simple Offer Formula, and more

 

How to Get in Touch With Mostafa Hosseini: 

 

For the past few years, Mostafa has helped business owners and entrepreneurs build profitable businesses in various niche markets and industries. He started a call center that helps establish businesses, fix their follow-up problem, and scale through referrals and customer retention without spending any money on ads. He’s an avid skier and hiker and he loves to spend time with his amazing, beautiful family. Please help me welcome my friend, Mostafa, to the show. Thanks for being on, Mostafa.

Thank you. It’s great to be here and to see you. I know we always have good conversations so I look forward to this.

Yes, 100%. This is cool stuff about what you are doing with this call center. It’s vitally needed. I want everybody to understand like, “Where did this call center come from and why did you start with this follow-up endeavor for businesses?”

Let me share the story of where I come from and how I ended up here. I went to school for marketing and I ran a marketing agency from 2010 to 2018. We did full-service digital marketing for our clients. Back in the day, I learned from Dan Kennedy about the power of follow-up and customer retention and how nobody does it. It’s a low-hanging fruit and it’s so easy to do it and it’s very profitable as well.

What would happen is every time I ran out of cash, customers, appointments, leads, and whatnot, I would pull my hair out for a few days and I would worry about it. I would then slowly come to my senses and I realized that I have a list of customers. What I would do is I would pick up the phone, we would make a round of calls to our list, and on the day of or shortly after, we would get cash, appointments, introductions, and referrals, you name it.

They will go, “This is cool. This works.” We would get 30% to 50% conversion rates on our calls. Out of every 10 calls, we would get 2 to 5 forms of conversion, whether it’s an upsell, someone would buy more stuff from us, make an introduction, or make an appointment so we could chat with them later about what we could do for them. I kept doing this and I started doing this. I started teaching it at Simple Marketing Formula, which you joined us back a couple of years ago or something.

Yes, my sister too. She still talks about you. She learned so much.

I appreciate it. The last module was always customer retention. We go over, “Here’s the offer. How do we find customers? How do we convert them?” The last piece is you got to keep your customers and you got to follow up with them. I was like, “Here’s the script and process. Pick this up. I would share the script and the process in the course. Get this. Follow the script and you are going to see your results now,” and nobody would do it. I was like, “That’s interesting.”

You’ve got to keep your customers. You’ve got to follow up with them. Click To Tweet

I tried it a few times. Later on, we had a guy who was making calls for us and he was looking for more work. I asked people in the course. I was like, “I have a guy who can make calls for you to your list. Who wants an introduction?” Everybody. I was like, “That’s interesting.” Later on, it dawned on me and I’m like, “What if we do it for you and we manage it for you? Who wants us to do that?” Everybody.

That’s how we ended up doing the call center and over the years, customer retention and follow-up have been our most profitable, highest-converting marketing activity. That was the story of how we got into the call center. We started a call center specializing in follow-ups, customer retention, and referrals. We fix a follow-up problem.

You and I spoke and I was like, “Wow.” Here’s the other thing which I laugh at. In my sales process, it’s the last step. It’s the easiest step because you have a relationship with these people. By sending them an email, “How is everything going? The thing we created for you or help you with, I’d love some feedback. Let’s jump on a call.” Staying in touch is the easiest piece of the puzzle versus generating new leads, which is money and time and this is such a simple way to generate business.

CSG 90 | Following Up

Also, me being in sales for many years, for twenty years, I have lived off of referrals. My clients hire me for 5, 10, 15, or 20 years I’m working with that same group of people who bring me more people because they know, like, and trust you. You get the results for them and yet, we don’t make those follow-up calls.

 

The Follow-Up

It makes my brain hurt when I go, “What do you mean you didn’t make follow-up calls? What are you talking about?” Everything you are saying is so brilliant. Here’s my next question. You have started this call center based on the need that was out there and that, I want to comment to. Everybody reading, noticed Mostafa didn’t say, “I’m going to create a call center because I think people need help with follow-up.” He asked people and said, “Would you want us to do it for you?” “Heck, yeah,” was the response, and then he created the call center. It’s a little tip in there as well. Talk to me about why you think or why have these clients told you they are not following up. What’s the glitch there?

To my surprise, most people hate to pick up the phone and they are afraid of having conversations straight up. That’s the short answer. I was like, “As it’s natural to me, give me a number. I will call them up. I will chat with them.” Especially if I have a relationship with them, it’s a no-brainer if I have done something for them or with them, or there’s a transaction happening of some sort.

If they opted in to get something or they are my existing customer, past customer, or whatnot, I would do that in a heartbeat. However, people hate to do that and I had to learn that the hard way and the long way, which tells you how smart I am. I’m like, “Here’s the script. It works,” and nobody would do it. That’s why we don’t want to pick up the phone.

I had a call with one of my power partners. We refer to each other. We support each other. Something always comes from it. As we were chatting, we are like, “You need to meet this one. You need to meet that one.” Before we jumped on, I got one quick email out, but there are two more emails I have to send doing an intro from a conversation and she’s doing the same thing for me for the book I’m sponsoring. It’s so easy, yet nobody does it. I’m a little baffled when I hear that as well because you know the person you are reaching out to. It’s not like it’s a cold call. This is to me a super warm building relationship call, right?

One hundred percent. Can I share what we do and the context behind it?

Yeah, because that will help people who say, “I could do this.” Go ahead. Share that. That’s great.

 

Tapping Into The Problem

The biggest problem that we solve is the fact that most businesses have a list of prospects, existing customers, and past customers. They are out there spending a ton of time and money to find new customers while ignoring their existing list of people. The people are being ignored. The second biggest problem that we solve is that some of these people know they should stay in touch with their list, but they don’t have the time, manpower, resources, and systems to do it.

Most businesses have a list of prospects, existing customers, and past customers. They are out there spending a ton of time and money to find new customers while ignoring their existing list of customers. Click To Tweet

As I mentioned, most of them hate to pick up the phone. We only work with an existing list of people. It’s so much easier. Somebody downloaded a checklist, and let’s say the checklist was Connie’s Seven Steps Sales Process to improve your overall sales, numbers, and whatnot. I could call them up and say, “Can I speak to Johnny?” Johnny says, “Yeah, it’s Johnny.” I say, “Johnny, it’s Mostafa. I work with Connie Whitman. Did I catch you at a bad time?”

He may say yeah or no. “Go ahead. What’s up?” I will be like, “The reason that I’m calling is our system shows that you have downloaded a checklist about improving your sales process. Does that ring a bell?” “Yeah, I did that the other day.” “I’m wondering if you have a minute to talk about that.” I have a reason to call them. I have followed up on their action. Then I’d be like, “I’m pretty sure you were not trying to waste your time when you were downloading this checklist. Do you mind if we talk about the problems that are top of mind for you when it comes to sales?”

I’m then tapping into the problem. They will be like, “What is the biggest challenge you are trying to solve?” They will tell me what’s going on and then we are going to confirm, “Is this a problem that you want to fix? Would you like us to help you with that?” Notice I’m not pushy. I’m asking, “Do you want to fix this?” If they say no, I will be like, “No problem. Let’s move on.” However, if they say yes, then we work on booking an appointment.

There’s the lead and it’s as simple as doing something with the lead that came in. We are spending all this money on lead generation, landing pages, and all the technology to support this stuff. The technology of the telephone, or now Zoom, it’s a beautiful way for us to connect and see the person, not just hear a voice on the other end. You could share screens and show a resource that might help them right here and right now.

We are always adding value as well. It’s the easiest form of new business development, personally, and that’s how we get referrals. The other funny thing too is Mostafa, when you have those calls and they are like, “That’s so nice of you to follow up. I appreciate it. No one ever does that.” You have differentiated yourself in the marketplace and that’s cool.

The other thing too is once you prove yourself and you say to them, “I’m always looking to grow my business and I hope I could support you with your business with referrals and stuff. Is there anybody that maybe I can help with what I did with you that I could do for them?” Now it’s tangible. They know what you did for them. They refer somebody who needs exactly what they needed. It becomes an 80% close ratio versus a 10% or 20% through automation. I’m not saying to stop automation, but we have to do it better with the touchy-feely. I don’t mean that in a weird way, but that connectivity that we have with clients.

We always ask for a referral. Even if the person in front of us says, “I’m not interested right now,” we then end the call with, “I understand. You are not in the market for this right now but who do you know that might be having this problem that we could help?” A bunch of people say, “I don’t know anybody.” I’m looking for that 2 to 5 people out of 100 calls that say, “Yes, I know either 1 or 5 people.” You never know. Maybe they are going to introduce you to a community of people that could turn into something. As you said, the conversion rates and referrals are between 50% to 80%. It’s so much easier and therefore, the profits are so much higher.

CSG 90 | Following Up
Following Up: Always ask for a referral. Even if the person in front of us says, “I’m not interested right now,” end the call with, “I understand. You are not in the market for this right now, but who do you know that might be having this problem that we could help?”

 

I will share this quick story. My corporate clients are banks. It was a bank up in Vermont. It’s a very tiny little bank. He had 2 or 3 branches in the network. He loved what I was doing. He knew I can help him and he was ready to hire me. I said to him, “I’m too expensive. You are not going to get the return on the investment that you should.” He had a bright young man whom he hired in marketing. They were starting to build the culture of the organization.

I said, “Let me work with him. I think I could get him to do meetings and stuff like that. Hire me as a consultant not to come in and physically do the training. It will be a lower price point, but I think we could get quicker results for you. What do you think?” He was like, “I want to hire you.” I’m like, “It’s too much money for what you are trying to accomplish. Let’s try it my way.” He was on board with it.

I made a few thousand dollars when I could have made $30,000 or $40,000. He ended up sending me so many referrals of other CEOs at other banks because I did the right thing and he saw that. Plus, I got the results by doing it my way saving him the money. He was like, “Everybody needs to know Connie Whitman.”

That’s the value of number one, doing the right thing. I didn’t even have to ask him for a referral. It’s because I did such a good job that he started naturally referring me. This is the power of what Mostafa and I are talking about. It’s created that dynamic referral process just by doing the right thing for the client. That’s what we are talking about.

You did the right job of down-selling him. Instead of trying to get $30,000 or $40,000. Most people would attempt to do that.

I made hundreds of thousands of dollars. “Think before you throw the baby out with the bath water,” that old saying.

You played the long game.

 

Top 3 Places Where Businesses Spend Money

It’s always the long game and I know you are philosophically the same thing. What do the clients need? How can I support it? We keep circling because it needs to change also for our clients. Another question for you. What are the top three places where businesses leave money on the table? What do you see in your world?

You already touched on this. People spend a lot of money to find new leads. The leads come in and they don’t follow up with them. In my experience and I have been in the marketing world for the past many years, it costs us an average of $300 to $1,000 to get a lead. That’s a combination of money, time, and other resources that you have to put in. You spend all that money, bring the lead in, and most people don’t even have a conversation with the lead.

They don’t follow up with the lead. They leave the lead on the table and the money on the table. That person is just hanging in there by themselves. Their challenges or problems are not fixed. That’s the very first place where people don’t follow up and the lead is gone. I learned this from Jeff Walker, the Launch guy that 80% of transactions happen within 18 months of the first point of contact and 99.9% of businesses don’t stay in touch with their contacts for not even a month or never for 18 months.

80% of transactions happen within 18 months of the first point of contact. Click To Tweet

They are leaving multiple 6, 7, 8, and 9 figures on the table depending on the type of business they are in. That’s the first place. The second place is their existing customers. Most businesses don’t stay in touch with their customers as long as the customer is paying. Have you ever had a problem where your vendors call you the moment your credit card declines? They pick up the phone and they are like, “Your payment declined. You are not paying us.” That’s when they call you.

You are like, “I have been paying you for five years straight every month and the first time that I hear from you is when the payment declines.” That’s a big problem. You should stay in touch with your existing customers on a recurring basis. Here’s the third place, previous customers or past customers, we would stay in touch with them because we could reactivate them. We could get referrals from them and the rest of it. It’s leads, existing customers, and past customers.

It’s because the past customers, even if they don’t need me now, a year from now, it can change and they need me again because maybe they are taking on a different business venture and they don’t have it quite narrowed in onto their sales presentation. You never know because things change. Business change. We evolve. You and I reconnected. We haven’t talked for a few months and we were like, “We missed each other. What’s going on? How are you doing? Let’s jump on a Zoom call.”

Mostafa talked to me about the call center. I’m like, “We got to do a show. This is such an important topic and great resource.” “Yeah. Let’s do it,” and we are recording a show as a support for Mostafa because I like him. I had his class. I follow him. It works. This is so simple. It’s ridiculous. Here’s the other thing I see with my client. They make things more complicated than it has to be. I know they are reading going, “These two are out of their mind. That sounds so easy.” It is. It’s that easy, what we are describing and the results become exponential for you. You only have to make it a habit.

Can I share some details of our story?

Yes.

I went through my list and I’m like, “I haven’t chatted with Connie.” I have a habit of reaching out to people once or twice a year and having a conversation like this. I messaged Connie. I’m like, “We should probably chat.” Connie, no response. I think I followed up once or twice. I said, “We should probably chat.” There was no response. I sent probably a 2nd or 3rd message. I said, “Are you mad at me?” I was joking. Connie is like, “I’m sorry. I don’t check Facebook. Yeah, let’s connect. Let’s talk.”

We then connected. We had a conversation, and that’s why we are here. We don’t know what’s going to transpire. I’m going to refer Connie to people. Connie is probably going to refer people to me. We don’t know what’s going to transpire out of this show, who’s going to see it, and what’s going to happen. If we didn’t do that little follow-up piece, this thing would not happen.

You had to shame me on my show.

You didn’t check your Facebook. Here’s a fact. Most people would probably get offended the first time they didn’t hear back. They will be like, “Connie hates me. We are not going to talk.”

CSG 90 | Following Up
Following Up: Most people would get offended the first time they didn’t hear back. They will be like, “They hate me. We are not going to talk.”

 

I’m never going to follow up with her again.

I turned it into a joke like, “Connie, are you mad at me?” She’s like, “No, I’m not mad at you. I’m just busy.” Here’s the thing. Give people some room because they are busy. They got a business. They got a life. They have things to do and I am not the center of Connie’s world.

That is true. “I love you, but.”

I love you, but I have got other things to do.

That’s another thing. At the end, I’m going to share Mostafa’s contact information and before, I always ask my guest, “What’s the best way if somebody has a specific question for you?” He says, “I’m on LinkedIn more than I’m on email. LinkedIn would be the best place.” I said, “Okay. Perfect.” People ask me and I say, “LinkedIn or email. I’m rarely on Facebook.” I will tell you what exactly happened, just so everybody understands this. I wasn’t mad at Mostafa. I wasn’t like, “He’s bothering me.” It was like, “I do have to reach out to him. I have to get my calendar. I don’t have time right now. I will go back to it later,” and I never went back.

You probably got busy and you forgot.

I did and I’m not on Facebook every day. It dropped through the cracks. You sent it again. I’m like, “My bad. I got to connect with him.” It was bad timing. I was busy and then the third time when he said, “Are you mad at me?” I felt so bad because I thought, “I didn’t respond,” and Mostafa knows that’s not like me because I am responsive.

I didn’t respond because I felt bad. I responded because I certainly didn’t want you to think that I was mad at you for sure even though we were joking, but what if? It was me who dropped the ball because I was busy. If hadn’t followed up with me, we wouldn’t be having the show which is important. I have never done a show on follow-up.

 

CPR

Do you see how the magic works by doing that? My follow-up, I will share with you. I did it in my intro. I tease when I train. It’s called CPR because I believe that we have to keep breathing into those relationships. We have to do CPR and it stands for Consistent, Persistent, and Respectful follow-up. What Mostafa did was persistent, consistent, and very respectful. He didn’t every day, “Why aren’t you responding?” He wasn’t a jerk about it. He was respectful of my time. All of those things come into the mix of what we are talking about now.

Can I share a personal story here?

Please.

I was trialing a video software. One of their sales team, I had a chat with him. I shared a couple of feedback about feedbacks about their software and how to improve it, and he didn’t like it. Going back to consistent, persistent, and respectful. He emails me back and says, “Are you done with the trial or should I shut you down?” I’m like, “Are you serious?” He was following up. That respectful piece is important. Be nice to people.

Let me add one more thing to this follow-up piece. People are busy. We keep nicely, respectfully, and consistently following up until it’s the right moment for them to talk to us. They keep brushing us off. They are like, “I don’t have time right now.” I’m like, “This guy is busy. He doesn’t have time. No problem. I will call you next week. I will call you the week after or next month.” Quite often, when we do it consistently and respectfully and we finally get ahold of them, they are like, “Thank you for following up. Thank you for putting up with me. I’m glad that you did because if you didn’t do it, we would not be here now.” Don’t give up is what I’m trying to say.

People are busy. Keep nicely, respectfully, and consistently following up until it's the right moment for them to talk to you. Click To Tweet

I’m always asked, “How frequently should I follow up?” It depends on your industry. It depends on the price point. There’s a whole bunch of mechanics that go into it but here’s the bottom line. Customers need to hear from us 15 to 18 times typically. It could be even higher now, before they will even say, “I think I want to talk to you,” or, “Are you the one who does,” meanwhile you sent them fifteen emails. You are thinking, “Yeah, it’s me.”

That 15 to 18, everybody thinks it has to be a Zoom or a phone call. No. It could be a mail. It could be an article you share. It could be a LinkedIn post. It could be an email in your newsletter. It could be a free giveaway that you are part of. That 15 to 18 could be in multiple ways. When they are ready for you, they know how to find you. Here’s the last thing I will share with that. When I send the email and I think now I’m bridging possibly getting a little pushy because they are not responding to my emails at all.

This is the email I will send Mostafa or the message I will leave. “It’s Connie Whitman.” If it’s a voicemail, I will say, “I never want to be a pest to anyone. I am very diligent with my follow-up because you matter to me. This will be my last phone call, I promise. I am here if you need me, but I will not call you again because I don’t want to become that icky person.” Inevitably, I get a phone call back, “No. I have just been busy. You can never be pushy. We love you.”

Also, the email, as soon as I send it, they respond, “My bad. I was rude. I was busy. Please keep your emails coming. The timing is off.” I say, “I’m going to keep the emails coming. You are in my newsletter. I will follow up in three months. Would that be okay?” Now, you are getting their approval and you are showing that you are respectful in how you follow up.

Inevitably, every time I do that voicemail or email, I get an immediate response. You assume you are being the pain of the behind. Don’t. Let them know you don’t want to be a pest, but you want to be diligent with your follow-up and articulate that very clearly and people will open the door for you. It’s amazing.

 

Mostafa’s Sales Philosophy

My sales philosophy is that I believe in my product so much so that if I see a person having a problem that I can fix and I can help them resolve that issue, I hold myself responsible enough to even be called a pest so eventually, I can help them fix that problem. It’s because I believe that if I don’t do that, I would hurt them, their business, their team members, their customers, their families, and everyone around them.

CSG 90 | Following Up
Following Up: When you believe in your product so much that if you see a person having a problem you can fix, you hold yourself responsible enough to even be called a pest so you can help them fix that problem.

 

Let’s say someone has a sales problem and let’s say that I could help them fix that problem. If I don’t do that, I’d be hurting them quite a bit. Maybe I need to be consistent and respectful to get the owner out of his way so I can help him. I’m okay being called all sorts of names and whatever they want to call me. Here’s another thing I have heard. “I’m glad you stayed with me until we got this done because if you didn’t do that, we wouldn’t have fixed the problem.”

That’s the other problem I see in our industry being in the digital space. People are good with their lead magnets, their marketing, and their messaging. They get the response in and they make the sale. They will sell their products or service and what you described, I want everybody to hear it because they are good at marketing. They are good at the sales conversation.

To me, they are a little bit of a con artist with what I’m going to say next. They don’t deliver what they promised. That’s the ick factor. You made the sale. To me, that’s not the proof in the pudding. The proof in the pudding is not only did you make the sale, but you over-delivered. Now, people are referring to you saying, “She delivers the best stuff. Did you know how much money I made working with Connie? You need to work with Connie.”

They are the referrals I get because I over-deliver. You know, I know, I have seen it, and we have seen it in the marketplace where they are great at the sales pitch, but then they don’t deliver. What Mostafa said, he’s like, “You are going to finish this with me because I know we are leaving results on the table and you over-deliver as well.”

I want everybody to hear that piece. You don’t only make the sale and go, “The money is in the bank account.” You have to put the pedal to the metal and deliver what you are promising to the client. For this new adventure, you are on, which I just love, who is the ideal client so the people reading will understand if they are too small or if they are right in the sweet spot of who you can help?

We work mostly with established businesses that are doing multiple 6 figures, probably higher 6 figures to 7 figures. Also, they have a proven high ticket offer that is north of $5,000. They either start small and end up in $5,000 or higher like $5,000, $10,000, $20,000, $30,000, or $100,000. Those are the type of businesses that we work with. We work with some coaching companies, some home improvement companies, and some medical clinics as well.

If you fit that criteria or I have sales managers reading this or executives of organizations, if you fall within that criteria, jump on a call with Mostafa. He will let you know if he can help you. Also, here’s the other cool thing about Mostafa. Every time we talk, we are always sharing resources. Even if this isn’t a perfect fit, I am 90% sure he probably knows someone that can help you with whatever your situation is.

You have a very robust network like I do because you play in this world. You will be able to help people. Here’s the deal. Go to Mostafa’s website, which is Persyo.com. Additionally, Mostafa is giving a beautiful gift, which I love. It’s the Blueprint to Simple Retention Formula. Also, the last thing is, if you have a question that you want to chat with Mostafa directly and not be on his email list, you can go to his LinkedIn. Message him, connect with him, and then you can pick his brain. Once you are on LinkedIn and/or his email list, you will start to see the stuff that he’s doing. You will get a little familiar with him and then you will know if you are the right fit for what he’s creating in his world. Is there anything else you want to add to that?

Download the Blueprint for Simple Retention Formula. That’s a step-by-step process to the proper follow-up to keep your customers, get repeating business and recurring revenue, increase your profits, and keep your customers happier. This is a low-hanging fruit that most people don’t do. If you wanted help with that, we are here to help. If you wanted to have a conversation, on our websites, there will probably be different opportunities to book a call with me and I will jump on a call. As Connie said, if I can help, I will let you know. If I can’t, I will be pretty honest about that as well and I will introduce you to someone that can.

Thank you again. I’m so glad that you kicked me in the bum.

That’s the power of follow-up.

Isn’t that funny that this was an exact example of the follow-up that we are talking about? Again, it was because I was busy, and not because I felt like he was a pest. None of that even entered my mind. Again, be consistent, persistent, and respectful. Do your CPR follow-up. Thanks again for being on. I love hanging out with you. You are a gem. Thanks again.

Likewise. Thank you.

I hope you will join me as we question, build, and discover together. No matter where you are in your business, your career, your sales, or in your communication skills, I have got your back. My guests have your back. Information is a beautiful thing. Please do something with the information and the tips.

Mostafa gave you his script. I gave you my email and the script that I say on the phone. Start playing with it. Make it yours and see the magic that happens. Information into action creates reaction and magic. That’s what my guest and I hope for you. Thank you for tuning in. As always, I wish you an inspired week filled with joy and magic. Thanks, everybody. Have a great one.

 

Important Links

 

Stalk me online!

 

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. Listen to Connie dive into new sales and business topics or problems you may have in your business.

 

6 Responses

Comments are closed.