The 5-Minute Meeting Series | 2024
Don't Give Up
Sales Meeting Topic: Don’t Give Up!
Meeting Number 5MIN007
Category: Motivational
Materials Needed: Flip Chart, blank paper
Estimated Time: 5 Minutes or Less
PowerPoint Available: No
Meeting Objective: To help your team understand the importance of making “follow-up” phone calls and contacts to potential prospects.
Today’s Meeting: Introduce today’s topic, as there is a need to “follow up” with all of your prospects five or more times.
STEP #1
Ask the Group: How often have you called a prospect, potential seller, or buyer and then quit calling the lead after your first contact with that person? In other words, you only made one follow-up call to this prospect. Ask for a show of hands.
Comment: There is an old adage that 80% of all new sales are made after the fifth call to the prospect! This study shows the following:
Use a flip chart to illustrate these statistics, or have your group write the numbers down on blank sheets of paper provided.
Explain to the group, that with that old adage, it is said that:
- 48% of all salespersons make only one call, then cross off the prospect.
- 25% quit after the second call.
- 12% call three times and then quit
- 10% keep calling…
Strong evidence proves that making only one call will not work.
As the report indicates, 80% of all new sales happen after the fifth call to the prospect. However, only 10% of sales associates make that fourth and fifth call.
Ask: Why do you think this is?
Have your team consider and discuss the following questions:
- How can you make additional follow-up calls or contacts without being pushy?
- What are some ways you can make these additional contacts to your prospects?
- How often should you follow up on your leads?
Often, agents believe they have to pick up the telephone to contact a prospect for a follow-up visit. While this is probably the ideal method for staying on top of potential customers, it does not have to be the only method.
STEP #2
Have your team think of five different ways or ideas on how they can contact their leads. You may want to have the group generate ideas based on categories of “types” of leads, such as how you follow up with for-sale-by-owners, expired listing customers, buyers, etc. Allow a few moments for the group to write their ideas on a blank piece of paper. Discuss with your group and list on a flip chart.
Some possible answers might be:
Cards, notes, and e-mails are all excellent ways to stay in touch with your leads. If you call on a for-sale-by-owner, send them updated information on new closings or listings in their subdivision. Print out a sample flyer of their home for them to preview what your marketing ideas consist of. Provide a buyer with a sample sales contract or updated financing rates and information from your local lenders.
Following up with your leads can be easily done in many ways without coming off as being high-pressured.
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