How to double your close rate this month

by TimD
13 replies
I literally just got off the phone 12 minutes ago with a guy that is hiring me to SEO for him. I almost missed the sale. Here was THE key to getting the business - call him to follow up.

That seems so basic. And sometimes I forget to (actually I'm MUCh better at this than I was when I first started).

I contacted him through Craigslist initially - I was using a modified version of Roxie's Offline DeClassified. I offered to shoot him a video critique of his marketing. He was really frustrated with the business he was getting from Craigslist, so he took me up on the offer.

I shot him the video, sent him an email with the link and waited. He didn't call back. It was 4:51 today. I thought I'd squeeze in a follow up call before everyone went home. I caught him. Get this. He HADN'T watched the video. He'd been too busy. So, I gave him the gist. We talked for 20 minutes and he told me to bill him with a $500/month subscription.

All because I called back. I discovered this two years ago. I added multiple call backs to my workflow and my close rate doubled. No other changes. Just lots of follow up calls. No once but every couple days until I get through. I read an article by a B2B lead gen firm the other day. They said most sales groups don't call a lead right away and the vast majority call only twice. The real value is the 6th call and after. If you're willing to call back 6 times, you can double your close rate. That's been my experience too.

So, if you're doing Competition Crusher, or Offline DeClassified, or making website mock ups, or anything where you're following up by email, grab the phone, and call until you get through.

At the end of the conversation today, the fellow said, "Hey, I'm really glad you called. Most people don't bother." And now we're doing business.

Follow up - on the phone.

It's the easiest money you'll make.
#close #double #month #rate
  • Profile picture of the author Jason Kanigan
    This is so true.

    We call it "First In Wins."

    If you watch my videos, you'll learn that half the people you call, on average, won't be in. So you have to keep trying.

    This is where most people give up.

    Keep calling until you get to have the conversation and qualify In or Out.
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    • Profile picture of the author Irish Intuition
      You can't even put enough importance on follow-ups. Depending on how many
      businesses a person contacts, you may be able to quadruple close rates.
      Signature




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      • Profile picture of the author sandalwood
        TimD,

        I like to call what you did: INITIATIVE. Most people don't have it. You didn't have to call this guy at 4:51. After all, you could have screwed off the remaining 9 minutes, packed your stuff and left.

        Good show. Keep at it and watch your bank account flourish even more.

        Tom
        Signature
        Get 30% or More Retirement Income If you are serious about your retirement, you'll love this product.

        The Money Ferret Finance Article Directory
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  • Profile picture of the author anthonymcneil
    Originally Posted by TimD View Post

    I literally just got off the phone 12 minutes ago with a guy that is hiring me to SEO for him. I almost missed the sale. Here was THE key to getting the business - call him to follow up.

    That seems so basic. And sometimes I forget to (actually I'm MUCh better at this than I was when I first started).

    I contacted him through Craigslist initially - I was using a modified version of Roxie's Offline DeClassified. I offered to shoot him a video critique of his marketing. He was really frustrated with the business he was getting from Craigslist, so he took me up on the offer.

    I shot him the video, sent him an email with the link and waited. He didn't call back. It was 4:51 today. I thought I'd squeeze in a follow up call before everyone went home. I caught him. Get this. He HADN'T watched the video. He'd been too busy. So, I gave him the gist. We talked for 20 minutes and he told me to bill him with a $500/month subscription.

    All because I called back. I discovered this two years ago. I added multiple call backs to my workflow and my close rate doubled. No other changes. Just lots of follow up calls. No once but every couple days until I get through. I read an article by a B2B lead gen firm the other day. They said most sales groups don't call a lead right away and the vast majority call only twice. The real value is the 6th call and after. If you're willing to call back 6 times, you can double your close rate. That's been my experience too.

    So, if you're doing Competition Crusher, or Offline DeClassified, or making website mock ups, or anything where you're following up by email, grab the phone, and call until you get through.

    At the end of the conversation today, the fellow said, "Hey, I'm really glad you called. Most people don't bother." And now we're doing business.

    Follow up - on the phone.

    It's the easiest money you'll make.
    Hey Tim congrats! Was your first contact with him via email?
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    • Profile picture of the author TimD
      Originally Posted by anthonymcneil View Post

      Hey Tim congrats! Was your first contact with him via email?
      Thanks Anthony. Yes, I was testing Offline DeClassified. So I emailed the list that they recommend with a different offer. I offered to evaluate his marketing. He took me up on it and emailed me twice for clarification. So I figured he was hungry.

      I did the eval and didn't hear from him for a couple days. So I called him. Turns out he's partnering with a construction guy because he wants to get into real estate. He's frustrated with the leads he's getting from this particular source. And asked me if I could get him ranked on Google.

      I told him that the market is so remarkably wide open that if he didn't hire me, I was going to send an analysis to every contractor in his city. I wasn't trying to threaten him, I just thought there was such incredible opportunity. So he told me he didn't want me to contract others and asked to sign an agreement with me.
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  • Profile picture of the author Jason Kanigan
    You could also do this: DOUBLE the number of OFFERS you put in front of people.
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  • Profile picture of the author hayfj2
    Hi Tim

    thanks for re-affirming Good common sense!

    If you're already on Linkedin, you could be losing $1000-$5000+ per month, by not taking Tim's advice one step further with these 2 powerful tactics that I share below...

    1. When someone asks to connect with you, simply ask why, and how they thought you could help them (you'd be suprised at how many tell you the problem they actually want you to fix.)

    "Thanks for wanting to connect, how were you hoping that I maybe able to help?"

    2 Check who's looked at your linkedin profile each day. ( Home > Who's viewed your profile) and drop them a personal message like...

    "Thanks for taking a peek at my profile, was there anything specific, I maybe able to help you with?"

    Many people get contact requests and don't prequalify them.

    Many people get profile hits, and don't follow them up.

    If you're getting just 5 profile hits a day, and NOT followign them up, Thats 150 potential opportunities a month. You could be losing ££££ or $$$$ in sales simply by not qualifying them or following them up.

    Hope that gets you thinking...

    Regards


    Fraser
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    • Profile picture of the author TimD
      Originally Posted by hayfj2 View Post

      Hi Tim

      thanks for re-affirming Good common sense!

      If you're already on Linkedin, you could be losing $1000-$5000+ per month, by not taking Tim's advice one step further with these 2 powerful tactics that I share below...

      1. When someone asks to connect with you, simply ask why, and how they thought you could help them (you'd be suprised at how many tell you the problem they actually want you to fix.)

      "Thanks for wanting to connect, how were you hoping that I maybe able to help?"

      2 Check who's looked at your linkedin profile each day. ( Home > Who's viewed your profile) and drop them a personal message like...

      "Thanks for taking a peek at my profile, was there anything specific, I maybe able to help you with?"

      Many people get contact requests and don't prequalify them.

      Many people get profile hits, and don't follow them up.

      If you're getting just 5 profile hits a day, and NOT followign them up, Thats 150 potential opportunities a month. You could be losing ££££ or $$$$ in sales simply by not qualifying them or following them up.

      Hope that gets you thinking...

      Regards


      Fraser
      Wow Fraser,
      I get views and connects everyday and this didn't occur to me. THANKS!
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  • Profile picture of the author hayfj2
    Hi Tim

    glad to be of service, but as a wee example for others...

    Check your own stats on LI and answer the 4 questions below...

    1. How many times was your profile viewed last month?

    2. What's a typical first sale or invoice to a new customer worth?

    3. Whats a typical conversion? (from enq to sale)

    4. How much is that potential opportunity cost?

    There are also apps to tell you who's looked at your facebook profile too.

    With regards to Linkedin, combine the above with the tips I share on another thread in the forum - http://www.warriorforum.com/offline-...n-profile.html

    Hope they help,

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  • Profile picture of the author RedShifted
    Completely agree. This is why I use a $100 bill as the wallpaper on my smartphone.

    And I believe that the term "leaving money on the table" needs to be changed to "leaving money on your phone". The phone is by far your most powerful weapon in sales. Don't use it.. abuse it.
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  • Profile picture of the author jayspann
    I heard Joe Polish say in an interview (this was in early 2000s) that when you make an offer to a business 80+% of them will buy that service within the next 18 months...

    but 90% of them will be buying from the next guys that ask because YOU didn't follow up after the first contact.

    I might have those numbers reversed (it was years ago) but still a powerful thing to think about.
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    • Profile picture of the author TimD
      I have to post another story to follow up.

      I ran a webinar Feb 15 and made a free offer to bring people in to a paid offer. One business on the webinar contacted me immediately asking for the free offer. I turned the service around to them in the next day.

      The emailed to say they were impressed and wanted to talk about doing business together.

      I called every other day for 8 days. 4 calls. None acknowledged. None returned.

      On the fifth call, I got through to the owner who said, thank you so much for persisting, my wife just went into the hospital. I've been totally taken up caring for her. Let's do business.

      I've gotten their upfront payment. Almost finished the first project. We're already talking about a second project that could be much bigger.

      Here's another thread:
      On 11/06/12 5:18 PM, XXX XXXX wrote:
      --------------------
      Tim
      Thanks for the offer and I would love to take advantage of your generosity....


      On 11/12/12 9:34 PM, Tim Dawes wrote:
      --------------------
      Hi Thom,
      Here are your XXXX:

      I think you have a strong opportunity and there are ways to work with a franchise site to make it position you more strongly.

      I'll give you a call Weds to answer any questions.
      Best,
      Tim

      On 12/10/12 12:39 PM, Tim Dawes wrote:
      --------------------
      Hi Thom,
      Sorry we didn't hook up today. I hope your meeting went well. I'd be happy to follow up with you on this and bringing new business in through your website. I definitely see opportunities for you to do that.

      I can give you a call Wednesday at 9:30 your time or Thursday at about 1:15. Let me know if you'd like to set up a call.

      Best,
      Tim

      On 02/11/13 3:29 PM, Thom XXXX wrote:
      --------------------
      Good afternoon Tim,

      I went back over your XXXXX submitted before the Holidays and I really do appreciate not only the insight on where we currently are but more importantly what we could do to enhance our presence on the web and elsewhere.
      No doubt we could ....
      I have been too busy and realize this needs to get done so I am going to have XXX XXXX, our IT in house and my right hand work with you on creating something exciting.

      Sorry this has taken so long, I can't afford to lose clients to competition because we're to lazy to respond!
      Give me a call sometime (XXX) XXX XXXX!

      Thanks
      Thom Moore

      ------------------
      I'm still after him set up the project. But it will close. Keep calling, keep following up. It will work.

      Love to hear your success stories.
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