If you’re anything like me, you could use an improved process for following up with sales prospects.
That’s why I created “Follow-Up Friday” – an process that helps me remember to follow up!
Because it starts with an “F” – just like “follow.” The alliteration helps me remember and stay focused (but feel free to pick another day for following up!).
I spell it all out in this week’s marketing strategy video. Let me know if you have any questions in the comments below!
I love to create graphics that enhance the learning in my weekly marketing strategies. Please feel free to share these on your social media!
Hey everyone, it’s Jill Celeste from the Celestial Marketing Academy and jillceleste.com where I teach purpose-driven entrepreneurs all they need to know about marketing so they can become the directors of marketing for their business.
Today I want to introduce you to a concept that I created called Follow-Up Friday. I created Follow-Up Friday, I don’t even know how long ago it was. It was at least a year, maybe two years ago for myself because I needed to create a process for following up with my sales leads.
You see, I was one of those people who either would forget entirely to follow up or I would give up too soon, and as a result I wasn’t attracting the clients that I knew I could be if I had established a Follow-Up Friday process. So why Follow-Up Friday? Well, it’s alliterative. Honestly it could have been any day of the week but since Friday starts with an F and following up starts with an F, I went with that.
So I want you to think about how you can create a process. If this speaks to you and you want to do a Follow-Up Friday as well. If Wednesday’s a better day, that’s fine. The idea that I’m trying to teach to you here in this strategy video is to create a following up process. So, let’s just say you’re on board and you’re like, “I like Follow-Up Friday. It’s the end of the week. It’s alliterative. It’s something I can remember and I’m going to do it.” So what do you for Follow-Up Friday?
Well first of all, I recommend having Follow-Up Friday every Friday, and it could only be 10 minutes. It could be an hour. It depends on how many people you have in your pipeline and how many people you need to follow up with. The first thing you need is a list of people you need to follow up with. You need to know who you need to contact, and this is another thing that a lot of entrepreneurs don’t do. They don’t have a list. Make a list. It could be on something you type up on Microsoft Word, it could be something you hand write out. Whatever you do, create a sales follow-up list and you can call it whatever you want.
My mentor and where she teaches, we call it the Love ‘Em Up List, which I love because it’s about loving your sales contacts to the point where they want to buy from you. Whatever you want to call it, call it that. And then depending on your personality, make that list as beautiful, as gorgeous, as lovely as you want. Use different colored paper, use stickers, use markers. If you’re a classy sophisticated person, print it on pretty resume paper. Whatever makes sense for you but really spend time developing that list.
On that list, in addition to the name and contact information, you want to have columns for date of last contact and how you last contacted them, because you don’t always email and that brings me to my second point. How are you following up with people? Most people, when they do a follow-up, will do an email outreach. Nothing wrong with email. I do it too but I think it’s important to diversify our approach. So think about other ways you can follow up with somebody.
If you live close to that person, maybe a coffee date or make sure you really sit by them at a networking meeting. Think about other messaging devices such as Facebook Messenger, text messaging, that type of thing. A phone call will also be awesome to do because a lot of people are afraid to do that, so pick up the phone and call that person. Mail a letter. Write a letter, then put it through snail-mail. Again, that’s sort of an interesting pattern interrupt because not many people are following up that day.
So think about how you can follow up with people and then write down on your list how you last followed up so you can diversify your approach. Then go to your calendar and block the Follow-Up Friday time slots. This is integral. You need to schedule this into your calendar like you would any other appointment like client appointment, dentist appointment. There’s Follow-Up Friday. If you are a little gun shy about it, then just do 15 minutes. It’s better than none, right?
Look at how many people you need to follow up with and put that time in. I put it in every Friday as a standing meeting so you could put in there I’m going to do it from 11:00 to 11:30 Follow-Up Friday between now and December 31st, and just block that time out and don’t book over it. Then every Friday when that little alert comes and it’s time for you to do Follow-Up Friday, you’ll have your list, you’ll have your information, you’ll have a plan and you can do the following up.
It becomes a habit at that point the more you do it and that means you won’t miss the opportunity to follow up with people because as you’ve heard, seven to nine follow-up touches before someone agrees to purchase from you. You’ve got work to do so make sure you set a process for following up because the more you follow up, the more clients you’ll have.
So I hope this tip really helps you institute a Follow-Up Friday process, and if you have any questions come on over to my website at jillceleste.com where you can learn more about the Celestial Marketing Academy, my coaching programs and check out my blog because I’ve got tons of other information there if you need it. All right, I’m wishing you a lot of marketing success, a lot of follow-up success. I’ll see you next time. Bye.
Jill Celeste, MA is a bestselling author, marketing teacher and founder of the Celestial Marketing Academy. Jill teaches purpose-driven entrepreneurs everything they need to know about marketing so they can become the Directors of Marketing for their businesses.
Jill is the author of the Amazon Top 25 Bestselling Marketing Book, That First Client, as well as the co-author of the bestseller, Cultivating Joy, and international bestseller, Gratitude and Grace.
Jill graduated with a B.A. in English from Wesleyan College in Macon, Georgia. She obtained her master’s degree in history from the State University of Georgia in Carrollton. Prior to becoming a marketing coach, Jill worked for 14 years in the private sector, and has experience in marketing and public relations in healthcare, IT and small business.
Jill lives near Tampa, Florida, with her husband, two sons, two guinea pigs and a basset hound named Emma.