We've heard it over and over and over again, "The Money is in the Follow Up!" and then what do we do? Sometimes we Follow Up and sometimes we don't. It's all about building business relationships that really work. If your structure for follow up is shaky then your business is shaky. Of all the elements that go into creating the kind of business relationship that leads to referrals and sales, follow up is listed as #1 by Harvard Business School. Obviously YOU are the only one in the way. Maybe you have tried some things and have just never found a system that really really worked. DON'T WORRY! We have it for you. Join us on November 5 to learn the secret steps that if done - over and over again - will create the steady business results you are looking for.

1. 6 No-Fail Follow Up Steps
Becoming a Master of Fearless Follow Up

2. Let’s Start with Some Stats
• 48% of Sales People Never
Follow-Up with a Prospect
• 25% of Sales People Make
a Second Contact and Stop
• 12% of Sales People Only
Make 3 Contacts and Stop
• Only 10% of Sales People
Make More than 3
Contacts
• 2% of Sales are Made on
the First Contact
• 3% of Sales are Made on
the Second Contact
• 5% of Sales are Made on
the Third Contact
• 10% of Sales are Made on
the Fourth Contact
• 80% of Sales are Made on
the Fifth to Twelfth

3. The Basics…
Your Success will be
determined by 2 things
Customer
Relationship Tool
1. The Number of Contacts
in your Manager
2. The Quality of
Relationships you have
with the people in your
Manager
Add 1-2 New People Per day - If you take on
10 per week – your chances of success go up
20%

4. The Money IS in the Follow Up
• Every time you go to a networking event
and don’t follow-up, it’s a wasted opportunity.
Why did you even go?
You need to
BREAK
THROUGH Your
Barriers to
Following up!

5. Let’s Become a Magician…
Let’s turn pieces of Cardboard into $100 Bills
What is the value of a business card? It’s
made of cardboard and ink.
On average we pay about $50 for 1000
cards. Which makes them about 5 cents
each
We often treat someone’s business card
like the 5-cent piece of cardboard it is:
throw it on our desk, stick it in a drawer,
stuff it in our pocket, and forget about it.

6. But if you had a business card
worth $50 how would you treat
it? What if it were worth $100
or $1000?
Let’s say you moved to a new town and
during your first week you went around
and introduced yourself to 100 business
owners and got 100 Business cards

7. Turning Pieces of Cardboard
into $$$$$
Now Listen Carefully – The 6
No Fail Follow Up Steps
are not so subtly imbedded
in this part of the
Conversation
What is your LVC – Lifetime
Value of a Customer?
Assuming that your Customer
stays a client for the next
10 years (averaged out),
how much would you
expect they would spend
with you?

8. When we collect 100 business cards, our
job is to turn some of them into lifelong
customers or in some cases distributors.
Each time I take some action, I
increase the chances that one
or more of my business card
contacts will turn into life long
customers.
How many contacts with a
prospect does it take to turn them
into a lead?

9. Let’s assume that
your LVC is $5000
If I collect 100 business cards and
just do Action 1 – make a quick
call to each person and just one
of them becomes a lifelong
customer, then I collect $5000
(the lifetime value of a
customer);
$5000 divided by one hundred
business cards means that each
card is worth $50 to me.
We have just exponentially grown
their worth from 5 cents to $50

10. Appreciation Just Works…
If I collect 100 business cards
and just do Action 2, make
a call and send a card to
each one, and just two
become lifelong
customers…
Then I collect $10,000 (the
lifetime value of a customer
times 2;
$10,000 divided by 100
business cards means that
each card is worth $100 to
me.

11. People are Happier when
Eating…
There are many, many ways
to fulfill on Action 3
Invite them for Coffee, Lunch
or dinner
On a budget?
• Use a coupon book like the
Entertainment Book,
• Use a Foodie Card
• Invite them to an event
where food is provided

12. People love Presents!
Gifts are ALWAYS
appreciated!
The best Gift is a
Thoughtful Gift
Gifts do not have to cost
anything
It is best if you can
combine this action
with other actions

13. Show that You Care –
Show Them the MONEY!
Did you know that
referring business to
someone that your
customer cares about
invokes the same
feelings as if you
referred the business to
them?

14. Relationships are
Built over Time
Consistency is key to
creating life long
customers.
Set up tasks in your CRM
(Customer Relationship
Management tool) to
follow up with some
sort of contact 3
months, 6 months, 9
months and 12 months
after first contact.

15. Actions in Review
Action
Result
1.
I make a call to each one
One becomes a lifelong
customer
2.
I make a call and send a
card to each
Two become lifelong
customers
3.
I buy or make each person
lunch
Three become lifelong
customers
4.
I send each one a gift
Four become lifelong
customers
5.
I send each one some
business
Five become lifelong
customers
6.
I stay in contact with each
person
Six become lifelong
customers
7.
I do ALL of the above
Ten become lifelong
customers

16. What about our pieces of
Cardboard?
If I do a great job at each
of these six (or even
better, seven things) on
a regular basis for the
next two years, I can
expect to have ten or
so new lifelong
customers as a result
of my attention to the
true value of each
person I have met.
This assumes a 10%
success rate.
However,
How many of you know
that you do better than
1 out of every 10
potentials?

17. Using our example from earlier…
When 10 people become my lifetime customers, I will
have collected $50,000
$50,000 divided by 100 new business card contacts
equals $500 per business card!
How would you treat each card and each contact if
you knew that each one was worth $500?
We just turned cardboard into
$500 Bills !

18. The lifetime value of a customer to
you may be much more than
$5,000.
Can you see why some business owners become
wealthy while others struggle their entire lifetime?
This concept alone could be worth thousands or
even millions to you.
Now – let’s look at the indirect level of this.
A customer with a lifetime value of $5,000 might
refer two people to you who also become lifelong
customers. That adds $10,000 to the lifetime
value of each customer!

19. The Key Factors for Success
•
•
•
•
Consistency Means Everything
Your Integrity will outlast your energy
Take on the 100% Game
The Velocity with which you follow up is directly
proportionate to the speed with which you
create Referral to Referral
• Provide Complete Answers to Questions
Quickly
• That which is measured Matters – Measure
Everything

20. 2 Invitations for You
Tomorrow Evening and Every
Wednesday Night
Rapid Time Networks
Burnaby meets at The
Burnaby Palace Restaurant
Join us tomorrow for: “50
Shades of Pay” a crowd
source on the 50 most
impactful business and
personal development
books of all time.
$5 fee – Feel Free to Join us
for Dinner at 5:30
Great Expectations 2013
Each year I offer a one day
workshop to complete the
year and create the next
year.
This year: Saturday,
December 28th, 2013
9:30-5:30
$59.95
Receive 25% off using the
code VBN25
RTN Members receive a
Commission for Every
Ticket Sold

21. To Schedule a Free Consultation to
Review your Follow Up Structure and Mock your
Follow Up Conversations go to:
www.radicalideas.ca/clientsarea