Send a note after every call

Sounds like Grant Cardone is running out of material to talk about and grasping at straws. lol - JK

Honestly, doing it after every call might slow you down, but it is VERY wise to get an email address and get all of your prospects in a list that you can continually stay in touch with. Eventually that could easily become your sole source of effortless sales.

Some of our campaigns (energy and health insurance) we have specific follow up campaigns to keep in touch with businesses. This is really due to the length of the sales cycle and renewal dates.

During the year we will send them hints and tips on health and wellbeing at work or how to save energy. We also offer some no obligation freebies like staff health checks.

This means that come renewal they know who we are and trust that we are there for their business. We track open rates and those that engage convert really well come renewal.

I don't think it would be suitable for all campaigns though.

In terms of time we are automated so that the advisor chooses an option from the dialler software which then places them into a suitable follow up campaign. You could probably do something similar with excel and run a report at the end of the night.

"You don't close a sale, you open a relationship."

What is everyone using to track all your calls and follow ups with I cant really afford Salesforce yet

I read this idea every once in awhile. The problem (to me) is that the authors tend to imply that this is what you should do, regardless of what you sell, and how you sell it.

Selling cars? Absolutely send cards. How many people did you talk to that day? 10? 12?
And the ticket price is high, and they are going to buy a car, whether from you or someone else. And they are going to buy soon. And they came to you, and already talked to you.

The key to this all is;
They came to you. Which means, they are ready to buy. You can't get a more valuable lead.
You already talked to them once. So they will take your call. And a card will mean something.
They are going to buy from someone. Soon. They have already decided to buy.
You sell a high end product.


So, yes, you send a card, and you follow up. And you call them until they bought a new car (it won't take long). I may even send them a fruit basket. You can't get a better lead.

I sent cards when I sold life insurance, because the results paid off quickly.

But selling life insurance, I had to go to them, they did't call me.

Selling cars? They came to you. Each of those "Didn't buy" names are worth hundreds of dollars each. Heck, I'd even pay cash for those names from other salespeople.


But selling websites for $500? When you called them? And they weren't already shopping? Probably not.

I did it for a few months, selling vacuum cleaners (about a $1,500 sale)...and I followed up on the people that didn't buy....and I got nothing.


What did pay, was a customer service call, in person, the next day...with a better offer. In fact, it paid well enough, that I bought those names (of didn't buys) from other dealers.

I'm talking about the people who didn't buy from my reps. If they didn't buy from me, there was no more blood left in that turnip.

Added later; Would I send out a note after every cold call I made on the phone? Probably not. A decent card would cost a buck to send. Maybe I'd send a card to the ones I thought I could close in the next week or two.

Interesting topic and Claude hit it on the head with basically saying that for this or any initiative context is important. Some techniques just don't make sense in certain situations.

Really when you think about it auto-responders that you can trigger based on actions or sending a follow up email are the modern equivalent.

I am now also a HUGE fan of both exposure targeting/ re-targeting because it works. If I am marketing to a niche, then based on triggers like an opt in or site visit I can re-market to them and they suddenly have this feeling that I am everywhere. It helps conversions when I engage them next. I have also done the reverse. Take an email list, put my ads in their face BEFORE I call them/email them. Once again helps the connection and conversions.

I started putting my ugly mug on my local classified ads and now you can't imagine how often I am out talking with business owners and they 'recognize' me. They often have no idea how or why but suddenly I am more important somehow as they feel they have seen me around.