How To Create A Follow-Up System That Works
"Follow-up isn’t just about making a sale; it’s about building relationships and staying top of mind so that you’re the first call when the time is right." – Drewbie Wilson
In this episode of Call The Damn Leads, I tackle one of the most critical yet often neglected aspects of sales: follow-up. Whether you're just starting in sales or are a seasoned pro, having an intentional follow-up system can make all the difference between average earnings and building real wealth—what I like to call FU money. Stick with me as I unpack actionable strategies to organize your leads, optimize communication, and create a follow-up process that works for you.
Key Takeaways
1. Follow-Up Is the Key to FU Money
Failing to follow up with leads is like leaving cash on the table. It’s not just about closing deals; it’s about staying visible and building trust over time. The most successful sales professionals are those who show up consistently and position themselves as the solution when prospects are ready to act.
2. Organize Your Data
Knowing where your leads come from is crucial to effective follow-up. Segment your data into categories:
- Current Clients: Maintain relationships and upsell when appropriate.
- Referrals: Handle these with care—they come with built-in trust.
- Internet Leads: Personalize your outreach to stand out from competitors.
- Old Clients: Re-engage them with updates or new offers.
Tracking the origin of your leads also allows you to assess the ROI of your marketing efforts. For example, if you’re spending on billboards or Facebook ads, wouldn’t you want to know which one is bringing in the most business?
3. Build a Follow-Up Framework
Consistency is key. Create a follow-up sequence that includes multiple touchpoints over time:
- Days 1-7: Contact daily to establish momentum.
- Days 8-30: Space out touchpoints to maintain visibility.
- Beyond 30 Days: Use monthly check-ins to stay top of mind.
A structured framework ensures no lead falls through the cracks and that you maintain a professional cadence.
4. Master Multi-Channel Communication
Not every prospect wants to hop on a phone call. Ask leads how they prefer to communicate—whether it’s via text, email, or even social media DMs. Honoring their preferences builds trust and reduces friction in the sales process.
5. Ask for Referrals
Your current clients are your best advocates. A happy client is likely to send you referrals, but only if you ask. Create a system to regularly follow up with satisfied clients and make it easy for them to recommend your services to others.
6. Use Templates for Efficiency
Save time by creating reusable templates for emails, texts, and call scripts. While templates keep your communication consistent, don’t forget to personalize the details to make your outreach feel genuine.
Why Follow-Up Is Non-Negotiable
Many sales professionals stop after one or two attempts to reach a lead, assuming they’re uninterested. But here’s the reality: most people aren’t ready to buy right away. Effective follow-up ensures you stay in the running when their pain point becomes urgent.
Think about it—how often do you buy something the moment you hear about it? Probably not often. But when you’re ready to purchase, who comes to mind? The one who followed up.
Organizing Leads for Maximum ROI
One of the biggest mistakes sales professionals make is treating all leads the same. If you don’t segment and track your leads, you can’t tailor your messaging. By organizing leads into categories like current clients, referrals, and internet inquiries, you ensure each prospect gets a personalized experience.
The Power of Multi-Channel Communication
Every prospect has different preferences for how they communicate. While some may love chatting on the phone, others may prefer quick texts or emails. By asking, “What’s your preferred way to communicate?” you show respect for their time and preferences—a small detail that can go a long way in building trust.
Call The Damn Leads
“By sales professionals, for sales professionals.” Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.
Expect a wild mix of:
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Real Sales Stories: Tales that entertain and inspire
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Proven Tactics: Practical tips for boosting your sales game
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Humor and Energy: Fun takes on the ups and downs of sales life
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Expert Advice: Learn from seasoned pros across different fields
Whether you’re in sales, an entrepreneur, or just looking to grow your business skills, don’t miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story here!
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