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5 Step Follow-Up System

5 Step Follow-Up System. The Challenge…. One of the most common frustrations we hear from our Coach clients is: “Help! I can’t get my prospects to show up for my phone appointments!”

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5 Step Follow-Up System

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  1. 5 Step Follow-Up System

  2. The Challenge… • One of the most common frustrations we hear from our Coach clients is: “Help! I can’t get my prospects to show up for my phone appointments!” • When I developed and implemented this system in my own coaching business, my conversion rate from appointment-set to appointment-kept immediately increased from ~10% to >90%! Eric Dombach The Coaches’ Coach

  3. The Result… “I followed Eric’s 5 Steps religiously and we had our first call back today turn into a complementary coaching session for next week! Will let you know how it goes!”– Linda B., Ohio

  4. The relational equity bucket… Trust Profit

  5. Print this out and hang it up… DWYSYWD Do What You Say You Will Do!

  6. Do you think he’ll buy? “You’re the most consistent person I’ve ever met…” -- A Prospect and Complete Stranger “I admire your tenacity!” -- A Prospect and Complete Stranger

  7. 5 Step Appointment System 1. 2. Email to confirm Cell Phone to confirm Intro Packet (usually mail) Email 24 hours before Phone Appointment 3. 4. 5.

  8. Remember… • You must be willing to INVEST time and money to develop relationships with your prospects! • To the extent that you methodically execute these steps, you will be regarded as a competent business professional by your prospects! 5.

  9. Step 1: EMAIL 1. On the SAME DAY you get a lead, send an email with the following essentials elements: • Thanks for talking with Tony from my team about your business. It sounds like you have an excellent thing going! • I’m looking forward to our phone appointment on May 10 at 2 p.m. EST. • Just to summarize, I’ll be prepared to discuss how we can work together to develop [Use the 3 Silver Bullets!]i.e. an apprenticeship plan, operations training manual, comprehensive exit strategy] and anything else that may be helpful to you in achieving your business goals! • I’ll call your cell phone to verify your mailing address before I send some introductory materials to you. • Have a prosperous day!

  10. Step 2: CELL PHONE 2. On the DAY AFTER you get a lead, call the decision-maker’s cell phone and discuss the following essential elements or leave a message: • Thanks again for talking with Tony from my team about your business. It sounds like you have an excellent thing going! • I’m just calling to make sure you got my email and to verify your mailing address before I send an Info Packet to you. I have your mailing address as ______________. Is that correct? [If voice mail: I need you to email or call me back if this isn’t correct, otherwise you can expect my packet shortly.] • Did you get my email? [Verify/Resend] Okay, that’s it! Is there anything you need from me right now? Great! I’m looking forward to our phone appointment on May 10 at 2 p.m. EST. • Bye for now! If you don’t reach the DM on the first attempt, leave the message just once. KEEP TRYING UNTIL YOU DO!

  11. STEP 2, continued… IF YOU HAVE NO CELL PHONE # AND ARE SPEAKING WITH THE GATEKEEPER: • Hi, my name is ________ from [your biz]. I’m calling because yesterday ________ spoke with Tony from my team and set up a appointment with me for May 10 at 2 p.m. EST to discuss the possibility of doing business together. • I need to verify his mailing address and send some information before our call. I have the mailing address as ______________. Is that correct? Thanks. • Bye for now!

  12. Step 3: INTRO PACKET 3. On the SAME DAY you call decision-maker’s cell phone and talk or leave a message send your intro packet including the following elements: • Very brief cover letter confirming phone appointment on May 10 at 2 p.m. EST and directing them to your web-site www.yoursite.com • 1 page personal bio that’s so hot it sizzles! (Please contact us if you need help spicing this up!) Page of client testimonials, references • Brochure, CD/DVD, etc.

  13. Step 4: EMAIL 4. On the DAY before your phone appointment send an email with the following essentials elements: • Just making sure you got my Info Packet in the mail! • I’m looking forward to our phone appointment tomorrow on May 10 at 2 p.m. EST. • Talk to you then! Make sure your cell phone number is in the body of the email. Better to have them call and post-pone, if necessary, then simply not show-up. THIS STEP SHOULD BE DONE 24 HOURS BEFORE YOUR APPOINTMENT!

  14. Step 5: CELL PHONE 5. • Okay, now you’re all set to do the 30 Minute Silver Bullet call at the pre-determined appointment date/time! • Be sure to make the call about 5 minutes ahead of schedule! This way if you have a technical problem (wrong area code, etc.) you’ll have time to correct before being late… • Listen to your Phone Mastery and Eric Live CD’s to sharpen your Silver Bullet call skills! • After your in-depth discussion on at least 3 Silver Bullets, book BOTH the Complimentary Coaching Session and Seminar Registration (if possible).

  15. What If… • So what do I do if after all that, they STILL don’t show up to the call back?!? • There will always be a small percentage that don’t show up to the call no matter how good you are with this system. • IMMEDIATELY after the appointment, send an email saying: • I called you at ____ for the appointment Tony scheduled and was unable to reach you. • Are you still interested in learning about ____ ? • Feel free to call me and we’ll reschedule • I’ve had prospects call me within minutes of receiving this email and apologize profusely for missing their appointment with me!

  16. Finally… • So what do I do if after all that, they STILL go dark?!? • Then, call them relentlessly until you finally do reach them. I call such numbers twice a day every day until I reach them: early morning, mid-day, late afternoon. In order to avoid appearing desperate, I leave a message in the morning in the first half of the week and a message in the afternoon during the 2nd half of the week. 2 messages per week. But on all the calls in between, I leave no message. • With this level of relentlessness, I eventually reach them and they ALWAYS thank me for my perseverance. It really impresses them! • Also, learn how to get cell phone numbers from gatekeepers – it’s actually pretty easy! Once you get the cell # it becomes even easier to reach them.

  17. 5 Step Follow Up CHEAT SHEET 1. On the DAY AFTER you set the phone appointment, call the decision-maker’s cell phone to confirm the address and promise them an intro packet. If you don’t reach the DM on the first attempt, leave the message just once. KEEP TRYING UNTIL YOU DO! 2. 3. On the SAME DAY you call the decision-maker’s cell phone and talk or leave a message, send your intro packet. On the SAME DAY you set the phone appointment with your prospect, send an email to the decision-maker. 4. On the DAY before your phone appointment send an email to the decision-maker, reminding them of the phone appointment. Make sure your cell phone number is in the body of the email. 5. Call at the pre-determined appointment date/time! Be sure to make the call about 5 minutes ahead of schedule! There will always be a small percentage that don’t show up to the call no matter how good you are with this system. When this happens, IMMEDIATELY send an email and keep trying to make contact! DWYSYWD

  18. Enjoy! If you need help please feel free to… • Contact your Coaches’ Coach… • Set up a Complementary Coaching Session by going to www.mycoachescoach.com/coaches • Or email us at help@mycoachescoach.com Eric Dombach The Coaches’ Coach

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