Presented by Everett O’Keefe, SOC Senior Manager Two-time Eagle’s Nester &

1. Presented by Everett O’Keefe, SOC Senior Manager Two-time Eagle’s Nester & Kathy Paauw, SOC Executive Four-time Eagle’s Nester E

2. WHO WE ARE • KATHY PAAUW • Wife of 27 years • Mother • Executive • Professional Life Coach • Productivity Consultant • Professional Singer E

3. WHO WE ARE • EVERETT O’KEEFE • Husband of 17 years! • Father of 3 • Senior Manager • Expert Witness • Private Pilot • Worship Team K

4. OBJECTIVES • Learn why follow up is essential to building your SOC business. • Learn how to follow up – methods & tips. • Learn about some valuable resources that can assist you with follow-up. K

5. WHATEVER YOU DO, MAKE IT YOU! • Customize what you learn at convention. • Sales approach (Jim Packard) vs.. relational approach (Jordan Adler) – neither are right or wrong, just different. • Be true to yourself and use a style that is best suited to you. K

6. STORIES • Kathy – using cards for birthday and pre-holiday campaigns pushes fence-sitters off the fence • Everett – long-term effect of cards and relationships K

7. WHY FOLLOW-UP IS SO IMPORTANT • 2% of sales made - 1st contact • 3% of sales made - 2nd contact • 5% of sales made - 3rd contact • 10% of sales made - 4th contact • 80% of sales made - 5th -12th contact Most sales are made between the 5th & 12th contact! -National Sales Executive Association E

8. SALES STATISTICS • 48% of people give up after 1st contact • 25% give up after 2nd contact • 12% give up after 3rd contact • 5% give up after 4th contact • 80% of sales are made after 5+ contacts. Make more contacts! The Moral of the Story E

9. To follow up or not to follow up…that is the question! • Assume that all prospects want and need SOC and will sign up for an account TODAY. • If they are not ready to move ahead at the time of the GAW, put a follow-up plan in place for everyone unless they tell you they have no interest and don’t want to hear from you again. E

10. FOLLOW UP STARTS DURING GAW • Add to NOTES field in Contact Manager after you end the call: • Date of GAW • What are their hot buttons? What do they like? • How will they use the account? • What are their goals? What’s important to them? • What are their objections? • Ask “What’s the best way for me to follow-up with you?” -- write down their response. E

11. SCHEDULE FOLLOW-UP BEFORE ENDING THE GAW! “Would it be alright if I follow up with you next week? What day would be best for you? What is the best time on that day?... Great, I’ll call you Tuesday at 3!” E

12. REMINDERS & TOOLS There’s no right or wrong way. Whatever reminders or tools you choose, find something that works and DO IT CONSISTENTLY! K

13. REMINDERS • Note in your paper or electronic calendar for next follow up – color code GAWs for easy identification in your calendar. • 3 x 5 card system in tickler file – remind you to check Contact Manager notes and follow up appropriately. • Follow-up Sheet or Daily 8 Score sheet – paper or electronic format. K

14. FOLLOW-UP • Prospects • SOC Customers: • Get them engaged in using their account • Update them about new features and enhancements (examples: 3-panel cards, gifts, new features) • Do they need help with how to create and send a campaign or how to import contacts? Do they need to use a virtual assistant for anything? • SOC Distributors: • Schedule training call(s) • Assistance with getting their WML started and setting up 3-way calls • Invite to team calls, TER, EFTBN • Accountability check-ins E

15. FOLLOW-UP: BY PHONE • Voice Mail Message: Speak to their goals and needs (refer to your notes for this) • If they answer the phone, be respectful: “Is this a good time to talk?” IF NOT: “When would be a better time for me to call you back?” • How to say it? • Smiling • NOT desperate or pushy • Not run of the mill K

16. Not Your Typical Sales Call • "Hey there, this is Jim Packard. This is my second call to you. I just read in a book the other day that it takes an average of 5 calls to reach someone, so you know I will be calling you at least 5 times to get in touch with you. If you want to save me a few calls, you can reach me at…." K

17. Not Your Typical Sales Call • "Hey there! This is Jim calling. Now I know there is a fine line between follow-up and stalking. If you ever feel like I am crossing that line, give me a call and let me know. Otherwise, I am just going to assume you are busy like most people and keep calling you until we get in touch. My number is…." K

18. What NOT to Say! • Don’t be defeated! • “Well you probably wont be interested in this….” • “This is probably too expensive for you….” • Don’t be rude or overly aggressive! • “Why aren’t you calling me back?” • “You said you would call!” K

19. Instead, Try This… • “I just want to make sure you are doing okay. I know from the kind of person you are that you return calls promptly. Since I haven’t heard from you, I was getting a bit concerned. Please call me if only to let know everything is okay.” K

20. Thank You Cards • Be Prompt • Be Sincere • Don’t be promotional • Make it about them – begin with “you” or “your” • Speak to their interests and needs • Use Picture Plus! K

21. Appointment Reminder Cards • In “Workplace” section of card catalog • Make them fun or sincere. Be you! • Use Picture Plus! E

22. Promotional Cards • In “Business Building” and “SendOutCards” sections of catalog • Don’t go into detail about SOC • Speak to their needs: • Referral marketing • Client follow-up • Birthday (relationship-building – NO sales) • Cost or ease of use • Personal • Gifts • Income opportunity E

23. Great Promotional Campaign • Thanks to Phebe Trotman! • Compares Old vs New way to send cards! • Shared in Campaign Vault! • Instructions on last page of handout! E

24. Use Inserts! • DVD (Free plus additional postage) • Newspaper insert • Info Pack: (DVD, Newspaper Insert and Image Brochure!) Costs $1 plus 36 cents additional postage K

25. Use Gifts! • Powerful • Personal • WAY beyond what is expected • Makes you stand out above the crowd • Added benefits! • Teaches them to send gifts • Makes them more successful • You receive commission on gifts K

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27. How About Campaigns? • Autopilot • Consistent • Even when you can’t be • Keeps contacts warm for you! • Shows them the power of campaigns • Sample campaigns • Various campaign vaults (see resources page) E

28. Edit Forwarded Campaigns! • Example: In Kathy’s 12 Piece Followup campaign, the January "National Handwriting Month" card indicates that the card is in "my own handwriting."  When a card is transferred from one account to another, it automatically saves customized fonts in Standard font.  • Edit the contact info and style (so it sounds like you) AFTER you transfer it to yourself!  K

29. Use PicturePlus! • Example cards • Pictures of prospect and you • Pictures of their loved ones or interests • Fun cards • Voice and thought bubble cards • Sign cards • Self-deprecating cards • Vacation cards • More? E

30. Follow-up by Email • Free • Easy • Can be automated • Not as personal • Why do you think SOC Cards are so powerful? • Cater to recipient’s preferences: • Some people prefer email vs. phone • Email may be faster for some prospects • Use mixture of methods (cards, calls, emails, gifts, etc) K

31. “On-Purpose Bump-ins!” • Be where they are! • Networking events • Association meetings • Social gatherings • Low pressure - May not be about business at all! • Fun • Develops relationships K

32. Long-Term Follow-Up • Mixture of methods • Campaigns • Periodic calls • Offer to reactivate gift account---HOLIDAYS! • Networking • Remembering things important to your client • Birthdays • Holidays • Appreciation (gifts) • Struggles/Encouragement K

33. Develop & Maintain a Relationship That Is… • Sincere • Long-term • Not only about business! “You will get all you want in life if you help enough other people get what they want.” -Zig Ziglar K

34. The Power of NEXT! • Don’t get hung up on one or two prospects! • Have your pipeline full! • The problem should not be finding prospects but keep track of them all! • And when someone: • Disappoints you • Upsets you • Betrays you • Ignores you Next! E

35. The Most Important Things! BE CONSISTENT!!! • Daily 8 every day • Don’t limit yourself to 8! That is for Part-time people. • Consider Daily 16 or Daily 24! • Use Daily 8 Scorecard: www.thedaily8.com K

36. The Most Important Things! • Keep record: • Use Prospect Follow Up Sheet • Use a spreadsheet on your computer • Use a whiteboard • Use a legal pad • Just use SOMETHING written! • Visually see your progress • Keep people from falling through cracks. K

37. The Most Important Things! • Make These Promises! • I promise I will relentlessly but professionally follow each lead. • I promise I will not stop following a lead until I have made at least 5 contacts, or until they ask me to stop. • I promise to have FUN!!!!! E

38. A SURPRISE! K