Step 4 -
The Fortune is in the Follow Up. Here's Why....
Research shows that only 20% of sales leads are ever followed up. This means, 80% of potential opportunities are lost simply due to a lack of follow-up. Yes, the fortune is in the follow-up because that is where the relationship is built and as we all know, people buy from people they know, like, and trust. Rather than delve into the psychology of why we would even consider leaving sales on the table, there are numerous books written on that subject, let’s just get down to business and, in the words of Nike – JUST DO IT.
First a few statistics and then a few suggestions that will ease the follow-up process:
80% of sales occur after at least five follow-ups. Yes – FIVE (5)!
44% of salespeople give up after one “no”
22% give up after two “nos”
14% give up after three “nos”
12% give up after four “nos”
This means that with 80% of sales occurring after five ‘touches’, and only 8% of salespeople consistent in their follow up then only 8% of salespeople are responsible for 80% of the sales
Help Them Get Information
When someone accepts your offer to learn more about the Ready Set Wellness bundle, you will help them get information by sending them the Ready Set Wellness video and booklet.
These two tools will explain everything about what is in the Ready Set Wellness bundle and how someone will benefit from it. It also shares more about who Shaklee is and our mission and philosophy for helping to improve wellness.
After reading this booklet, the person will have everything they need to know about the Ready Set Wellness bundle to make an informed decision about whether the bundle is for them. The tools do the work of explaining things for you, so make sure you use these tools!
When you send them the tools, say something like:
Here is the information on that bundle I was telling you about. It should have all the information you need. Just so you know, I got the [INSERT BOOST NAME] in my pack because [INSERT WHY YOU CHOOSE THE BOOST]. It’s such a good deal and such an easy way to get started on improving health and wellness. I hope you feel the same after looking things over. It would be fun to do this with you! I’ll check back in with you [later today/tomorrow] to see what you think.
The key in this step is to mention again why you’re excited about it and then to let them know you’re going to follow up with them
Tip: Copy and paste the links to the Ready Set Wellness video and guide to your phone or computer so you can quickly share them.
The Science Behind Ready Set Wellness is also available as a digital publication that customers can shop from (like the Shaklee Catalog).
To ensure proper attribution for sales by sharing the Booklet from the Join / Share links section of the tools tab of the Shaklee Share App OR your Shaklee Personal Website using the link in the footer of your PWS.