4 Follow-Up Secrets to Avalanche Sales

There's a myth that there exists a magic formula for any sales efforts, a silver bullet, subject line, or time to write or call your prospect.

The promise of a magic formula engulfs almost all sales professionals, in their constant search for this elixir. However, we noticed that it wasn't a magic formula that lead to more sales, but a proven system with some guidance the secrets to unlocking an avalanche of sales is possible.

The secret is in discovering a follow-up strategy that works best for you.

Here's how you can create an avalanche of sales with these 4 follow-up secrets:

• The amount of touchpoints
• The varying outreach channels
• Time between touchpoints
• Content of touchpoints

1. The amount of touchpoints

Realise that every sale requires time. The sales process hinges on where your prospect is in their buying journey, and there's no real way to know with 100% certainty.

The first key is to be persistent, because it matters in sales. Although reaching out to your prospects often helps to improve your odds for sales, however, keep in mind that reaching out at the wrong intervals, wrong channels and with the wrong message would ruin your efforts.

2. The varying outreach channels

There's a tendency to only use email as a means in your communication piece. With the world even more connected than what it used to be, pairing email with phone calls and social media outreach usually leads to a winning strategy.

A good practice is to immediately follow up your call with an email.

Add social media into the mix. A great way to achieve this is by favoriting your prospect's tweet and following them an hour later. When they follow you back, you can then send a direct message.

This similar approach can be replicated across suitable social channels. Hidden tip here is to avoid personal social networks such as Facebook / Instagram.

3. Time between touchpoints

Let's cut to the chase, here's the best time we've found that works well:

• Day 1: Call and email
• Day 2: Email and Twitter
• Day 3: Twitter
• Day 5: Email and LinkedIn
• Day 7: Email
• Day 10: Call and Email
• Day 17: Email and Twitter
• Day 21: LinkedIn
• Day 28: Call and email

4. Content of Touchpoints

Content largely determines how you come across as over your communication efforts. Whether you are annoying or just a persistent businessperson.

• Reemphasize business value
• Offer insights
• Educate
• Share news

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3 Killer Ways to Get Your Prospect to Always Respond to You

Not all prospects are very responsive. Often an email get's ignored or a response is delayed. A call is answered but time is always of the essence. Trust me, it isn't your vigor or lack of it, it's an exception rather than a rule.

It's common for your prospect to go dark after being responsive after awhile. You need to find creative ways to reignite the interest in what you are offering before the deal sways to someone else.

Silence doesn't mean a bad reflection of how you've handled your sales process. It takes two hands to clap and yes this doesn't mean you stop improving, but sometimes it's them. For many reasons their interest in your product (sometimes their own job) has waned.

However, if this is often happening then it's time to brush up on your questioning and closing skills. If they turn cold for any reason whatsoever, come up with follow-up strategies to try to re-engage them and get a new deal rolling in the future.

Here's 3 killer ways to get your prospect to always respond to you!

1. Change your closes.

Closing is the final interaction, and often the most important one. It is when you, as the salesperson, is asking the reader / prospect to commit to doing something -- regardless of the size of the task.

Great example of closes include:

1. Asking a prospect to read a white paper,
2. Scheduling a call,
3. Making an introduction, or 
4. Providing an important resource or information.

Don't be tempted to repeat the last close repeatedly when the prospect goes quiet. Instead maybe setup with the contact or their boss.

Make your close specific instead of vague. For example:

I'm trying to get a better understanding of your organisation. Where can I learn more about [ project / team / announcement? ]

2. Find a way with another point of contact

A breakup email may get an answer from an unresponsive prospect, but you run the risk of burning a potential sales opportunity for good.

Here's an example we've used after a prospect has gone cold after a few months:

Hi [ name ]

I found this white paper recently, and I thought of your company while I read it -- I think a lot of the lessons would be very helpful to you. I've attached it here. Please give me a call once you've read it because I'd love to get your thoughts and ask some follow up questions.

If this doesn't receive any response you can close in a passive-aggressive manner:

Since I never heard back from you, I assumed you moved on. If there's any hosting related inquiries that you might have in future, please do not hesitate to get in touch.

3. Call your prospects back at different times.

Right under your nose, but not done: Call and email your prospect at different times. We often get into routine and this habit. We make it a point to call at 2:30pm every week on the same day.

Getting into routine isn't bad practice, however, it is good to consider that your prospect may have a commitment at that time and may face difficulties responding to your call.

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Secret Tip Inside: The Quick and Easy Guide to Setting up Your Google My Business (for Malaysia)

If you are a local business getting started on SEO, Google My Business listing is a great place to focus your early efforts.

Yes your intent is true, because you are trying to solve the problem of people searching for a specific product or a service near them - this means that they are very close to actually making a purchase. It's very common for a person to conduct a search to visit the store they found on the same day (or within the next few days). 

The best way to start is to ensure that your information which appears on Google is accurate and complete. Next is to ensure your listing is as strong as possible, and optimised to serve its function.

Learn how you can encourage more local searches to find your business. Read on...

1. Create your Google My Business Listing

You can do this by visiting  www.google.com/business 

A great tip to take into consideration is when defining your delivery options, make sure you select "deliver goods to your customers". This could be a game changer between you and your competition.

2. How to verify your business on Google My Business Listing?

In Malaysia the best way about is by postcard.

Make sure your business address is correct (Optional: Add a contact name - who the postcard should be addressed to).

When you've received your postcard, login to your Google My Business account and enter the 5-digit verification code on your postcard.

 Registering and getting verified is fun and all, but it's just the beginning from here on out, you'll be discovering the secret tips on your Google My Business Listing and how it'll help yourlocal business in Malaysia. 

3. How to Optimise Your GMB Listing

Here's where the secret lies. After verifying your business with Google My Business, go to the dashboard and select the listing that you would like to work on.

Select Info and choose a section to update.

The secret tip here is to add as much information and media as you can, including a business profile photo, the area you serve, your hours, facilities (eg. wheelchair accessible, or free wifi), your operating hours, public phone, website URL and year you started.

Make sure your submission is correct the first time round to avoid people from suggesting any edits in the future.

Google My Business Photos

According to Google, businesses with photos are 35% more likely to drive more traffic to them and 42% higher requests for directions on Google Maps.

Be sure to include at least a:

• Cover photo
• Profile photo
• Exterior photo
• Interior photo
• Product photos (if applicable)
• Employees at work (if applicable)
• Food and Drink (if applicable)
• Common areas
• Rooms
• Team

Google My Business Videos

You can also add videos. 

If you are considering videos, your videos must be: 

• 30 seconds or shorter
• 100 MB or smaller
• 720p resolution or higher

Google My Business Reviews

One of the best ways to encourage future customers is to have previous or existing customers to leave positive reviews. Respond to current ones. 

Great ideas for responding to both positive and negative comments:

• To a positive review -- We're so glad you enjoyed [ your product ] it's one of our favorites, as well. Hope to see you back at [ your business name ] soon!
• To a negative review -- We're now double-checking orders to make sure everyone gets exactly what they asked for. If you'd like to come back in, we'd be happy to give you [ product ] on the house. In any case, thanks for your business, and I hope we can do better next time.

Do you need a Google+ account? No -- Google+ has shutdown, follow the article here.

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6 Steps to Becoming an Influencer in Your Industry

The way purchasing decisions are being made has changed since the age of social media and Influencer Marketing has skyrocketed since it first made its mark. The behavior of today's customers have shifted from sales presentations to collective recommendations from honest and credible people who have had an experience with the product.

"These qualities represent more of a trust in peers as compared with industry experts. And today, these are being transpired by influencers on social media."

Now with technology being easily accessible by every modern consumer, the landscape for sales and marketing is evolving.

Influencer marketing is important, however being an influencer in your own field is pure gold. Do not confuse being an influencer to being a celebrity. Influencers are not celebrities, they represent a group of ordinary people who have earned a loyal following because of either their expertise and/or transparency. While celebrities actively endorse products or services, influencers share valuable information with their followers.

The shorter strategy would be to advertise through influencers, however being your own social media influencer has great upside potential for you.

In this post, we will explore the necessary steps for you to become a social media influencer.

What are the steps you should take to become an influencer on social media in your industry?

Step 1: Find your niche

First, decide on a specific niche where you want to be known. This can be challenging as there are many topics that can be covered, but it is important to only focus on a specific niche. Normally, what sets different influencers apart is the tendency for an influencer to be known on a particular niche within the industry that they are truly passionate about.

To narrow down your topic of influence you can ask yourself what are the challenges your ideal reader faces and how you can help by sharing more on the topic to help solve and address this.

Step 2: Break the status quo

Commonly most people reason based on what happened in the past, what was successfully done, or what something no one else is doing. The evidence for this is everywhere. All you have to do is take notice of any particular industry, they are doing nearly the same thing, talking about the same topics, and even using similar formats when it comes to publishing and promoting their content.

Alternatively, you could break the status quo by following Elon Musk's thinking process instead. This forcefully makes you disregard the status quo, the main objective of doing this. As mentioned you want to set yourself apart from other celebrities and especially influencers in your niche.

Stand out with new and fresh information for your target audience.

Step 3: Choose your channel

Social media comes in different forms and delivery. For example, YouTube allows you to share video, Instagram is a great place to share photos, LinkedIn keeps you connected professionally, and more.

Although every channel has varying statistics on performance, (click-through-rates, reach, engagement, etc.) having the best statistically performing social channel may not be right for your target audience.

Your ideal audience may spend most of their time researching through blogs (learn how you can start online with web hosting here), learning about latest trends and events through Instagram, and following a walkthrough on YouTube. Knowing where your ideal audience is in the stages of their consumer behavior will help you position your valuable information.

Step 4: Develop your content strategy

As you know influencers may not be celebrities, and what sets them apart is their intent to share valuable information with their followers.

There are many effective suggestions on content strategy, however what we've found is giving a balance of informative and personal content is effective in developing a successful content strategy.

Here is a great read on how to become a great content creator.

Step 5: Distribute your content

Your content is only as good as how many people it has helped. If you are not getting people to see it and engage with it, it is not exactly useful.

It's just as critical to know how to distribute your content, as developing great content. Here's a great way to learn how you can make your social sharing explode.

Post snippets of your content on Instagram, YouTube, Facebook, etc. and customise your message depending on the social media channel you are interacting with.

A great place to share this is through LinkedIn as you continue to be a thought leader.

Step 6: Be consistent

This doesn't just apply to when your followers leave a question or comment on your posts, take the time to acknowledge and respond to them.

A major factor on most platforms is consistency. Quality does matter but you need to ensure that you deliver quality on a consistent basis. If you don't online platforms will assume your low engagement is a sign of a lack of relevance.

What are you doing to be an influencer in your industry?

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