Yesterday I talked about knowing your product. (If you missed that one, I'll have a link in the P.S. of this email)

Today I'm going to go over something equally important in your sales process.

Something that will automatically put you in the top 20% of your industry.

It's simple. You probably think you're already doing it. But most people don't.

That thing is Follow Up.

Something the Best Buy employee did not do at all (I'm not even sure if Best Buy sales reps are even allowed to follow up, honestly).

I was kinda hoping for some follow up since I wasn't sure when the best TV sales were happening. Or what was even really available in my price range. If someone would have kept me in the loop, they probably would've won my business.

See, stats show that 50% of all sales reps NEVER make a single follow up attempt. Instead, they let dozens of potential sales walk out thedoor every single day!

Even more, 65% of sales reps give up after two followups.

And 79.8% give up after 3 shots!

But 70% of customers say ‘no’ 4 times before they say ‘yes’.

That means dozens of potential sales walk out the door every single day!

So just by following up 4 times, you're already ahead of 80% of your competitors.

And by following up 5 times, you have another shot at those 70% of customers saying "no" 4 times.

There's actually a really good section on this in the book The 1-Page Marketing Plan that shows that after 12 follow ups, you turn your prospects into raving fans.

A quick story to drive this point home:

A couple years ago, we moved into a new house.

We have a dog, so we needed a fence.

I called several fence companies and filled out forms on their websites.

One guy even came out to give me an estimate. I mentioned to him I do "marketing stuff" and asked about his follow up process.

He said he's great at follow ups. He's just old school and still uses pen and paper. Hey whatever works? Right?

I told him I could help him transfer that into the digital age and even automate his follow ups for him so he'd have more time to do what he does best.

He rejected my offer, but that's fine.

It's now over 2 years later and I haven't heard from him not ONCE. So yeah he's pretty great at follow ups I guess.

Actually out of the 4 or 5 fence companies I reached out to, I think maybe one or two followed up with me. But only one time each.

So based on my own personal experience, saying you beat out 80% of your competition by just following up is pretty dang accurate.

Anyway, that was part 3 of what I picked up on during my recent TV buying experience. Hope this helps.

If you want to dive further into this topic, I have a section about it in my ebook 5 Simple Yet Powerful Techniques You Can Use To Capture More Leads And Close More Deals Instantly – Without Spending A Dime On Ads.

​>>> Click here to check it out​

See ya tomorrow with yet another important thing to remember in the sales process,

Taylor "the money is in the follow up" Coffin

P.S. If you missed anything so far in this 6 part series, you can read them below. Today’s email will make more sense if you read the previous ones first. But either way, hopefully today's email was valuable to you in some way.

​>>> Read the intro here​

​>>> Read part 1 here​

​>>> Read part 2 here​

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