How to Follow Up Without Looking Desperate (Sales Tips)

let's say you get to the end of a sales call and the prospect tells you oh I'm not interested oh it's just too much money or whatever BS objection they give you now a couple days or a couple weeks have pass and you want to figure out how to turn this old lead into a gold lead now you see most people in this situation are probably just going to ignore this entire pipeline all right they're probably just going to let the lost leads go because they already got rejected and they think there's no way this

person's going to buy in the future where they call them up with some terrible line and leave a voicemail saying oh I'm just looking to follow up you need us to to decrease the price it's like that doesn't work and they never end up getting the sale because they sound desperate now if this sounds familiar and you want to learn how to follow up with old leads without sounding desperate then watch this video because I'm going to show you exactly how to do so all right let's get straight into it so this is the follow-up

process that if you start following you're going to start absolutely crushing deals all right so number one priority after you finish a call is always going to be to have a touch base scheduled all right that's a a common mistake a lot of people do is like get the oh follow up with me next week and we don't actually have anything down in the books that is going to be priority number one now let's say that we've not done that all right we haven't done our job correctly in that aspect and we need to do

just like normal follow-ups which is going to happen sometimes some people don't want it on the calendar it is what it is we need to play our cards one of the most undervalued things with follow-ups is going to be getting accurate notes all right so if I'm talking to someone on Tuesday right after that call I'm going to go into my notes on my CRM and I'm going to put in every single thing about that call all right so what is their current situation what job are they working at the moment how much money are

they making what are the main problems they're facing in their startup business that they're trying to start what are they looking for us to solve from them what is their desired State look like what happens if they don't do anything about their situation all these questions that we got answered through the call we want to add into that sheet now get into why this is important when we go over scripting a little bit later but it's going to give you a lot more leverage when you get on the phone with them which brings me to

my next point which is going to be the pipeline stages so there's going to be three stages that each Prospect is going to move to depending on the time after the call it's going to go in order of priority and just like after the call it's going to go from hot lead to warm lead to cold lead so for the hot lead your goal at the end of every sales call if you have your skill set up to par is is going to be purely logistical people should not be getting on of you and saying

oh I'm not interested at the end of the call what they should be telling you is I'm interested I just need to go and get the funds it should always be a logistical objection and if it's not that's number one problem you need to fix is the skill set side of things but for the sake of this video Let's just assume that your skill set is totally up to par first thing we're going to do is we're going to put them into the hot lead so they have the offer and they're going and finding the

funds so as soon as I go ahead and finish the strategy call it this guy I'm moving him over to the pipeline which will autop populate into my smart list which I'm going to be calling every single day as you can see here because it's daily follow-ups all right we need to be checking on their funding progress we need to be sharing success stories this is one of the things that no one does for some reason right let's say that you're selling a bizop all right and you're getting people to become day Traders fairly common

industry all right let's say the person you're talking to is a construction worker and maybe you have a construction testimony on your page you're going to want to send that to that guy and I know that sounds super simple but it goes hand inand with everything right so if someone is getting on and they're an intermediate Trader you're not going to send them a beginner Trader same with vice versa right if they are a beginner Trader you might think that it's a good idea to go and send them someone who came to your influencer who

already makes 10K a month and got to the point where they're making a 100 now day trading that doesn't help them as much as them seeing someone go from 0 to 10 because naturally as humans we put ourselves in the protagonist character right so if we just built up this guy's dream state on the call and he's like oh I want to make 10K a month to go to an X and Y and Z and you go and send him someone who's already at 10K that wants to get to 100 it's not going to hit

the same but if we send them someone who starts at zero and they got to the point where they achieve their goals he's going to naturally put them into the first person character of that story and he's going to see himself have success with it this just keeps them warm over the period of them going and finding the payment now I put address concerns in here just because sometimes you're going to have to do that to keep people warmed up ideally you shouldn't because you already did your job of selling it but it's just to

keep them warm so just a quick recap on this right after the call you're going to put them into this pipeline stage which is has offer and finding funds right classified as a hot lead you're going to be dialing this list every single day until they become a warm lead in which you're going to put them over to that pipeline all right what that is is it's going to be has pricing but not ready so you'll get a couple of these guys right where they say hey I'm totally ready for it I'm just going to

go and find the funds and 3 4 days passed and now they're not ready for it right that's where you're going to go and put them into the warm lead we're not going to give up on them by any means this is where we're going to put them on workflows all right so I had something that worked really really well for me it was called a fear workflow so it was about a 60 email I know this sounds Overkill but it was about a 60 email sequence that I put together and I would turn someone

on on it and they would go through and get emails for like 60 days not obviously 60 days straight but they would get emails for like 60 days sharing tons and tons of stuff of testimonials of success stories everything you could possibly think of I would seriously sit down and make that it'll take you a couple hours but it's totally worth it I've had people who come back and it's like I've read every email that you've sent me and now they're ready to close so when they're in this stage we're going to be calling them

every few days to still gauge the interest and again I'll show you guys a script for this in a bit we want to take this time to build a relationship right so these emails should be very personalized to them as well after a few days of them in this stage obviously we're going to need to move them to cold lead this is when I would usually turn them on a super long-term sequence because I know that they're probably not going to close anytime soon this is where you're going to do monthly follow-ups all right so

you'll have a list of these people you'll have their notes in there and you'll just dial through it every single time every single time every single time and make sure to hit these every single day all right so ideally throughout the day you're going to be hitting a hot lead a warm lead and a cold lead list at least once a day you're going to check on their savings progress you're going to make sure to keep engagement with them make sure that they know that it's top of mind your company your company needs to be

top of mind for them all right because the thing is their problem is not just going to go away out of nowhere they're going to continue to deal with the issues and they're going to continue to think about ways of solving them and if you stay on the top of their mind they're going to come back to you and not someone else on top of this this is where you want to share free resources all right like these are really slept on if you guys have good YouTube videos if you guys have good just like

offer content things that maybe your influencer post or you post if you're a coach an online coach watching this you need to be sending them that stuff all the the time to keep them gauged and keep them interested now with my teams I always do a Thursday pipeline review this is one of the most important things all right so on Thursdays whether it be your morning huddle whatever it may be you're going to review every single lead that's in one of these buckets all right so nothing gets leaked through the cracks you're going to update

their status and then you're going to plan what the next action is going to be whether call them on this day update the Note here send them an email here you want to make sure you're always staying on top of it now at any point here if you get them back on the phone if you close them obviously you're going to change the status to closed now if they're not then you're just going to continue the exact same plan which is following that schedule tracking their engagement you're going to document your updates and then the

point where they actually close now in terms of the scripting we can get into that right now as well this is the golden sheet for follow-ups it's the best thing that I have used because you're coming across as like you want to help them and not just try to sell them right so if I was going down it I'd be like hey is that Mike yeah Mike it's it's just uh John here from high ticket Syndicate I was wondering if he could possibly help me out for a moment yeah well um I know we spoke

I don't know if you remember this we spoke like a few weeks back about uh possibly getting used some outside help with uh growing your online coaching program is that right yes okay well this calls really more for us to update things in our back end are you open to me asking a few different questions so I know where you're at pause the reason we're coming at it from this angle is because we want to diffuse their guard if they think that we're getting on there just to try to sell them we're dead there's no

way we're going to close this person at this point this is where I told you guys that you need to have the notes there handy all right because I'm going to go on here and I'm going to say yeah just going back to the notes Here click onto the notes I think you mentioned something about um back then I think you were you were dealing with like X and Y and Z and like your marketing needed help does that ring any bells oh yeah it does yeah because and because of that like I know you

also mentioned that you wanted to fix that and it was pretty important to you because you wanted to scale to 100K a month and be able to give money back to your family right yeah now have you found the help you were looking for or what ended up happening and at that point you're just going to almost redo the preh handling objections now we're going to make him understand that again that way of thinking has caused him to be in the position where he's still not seeing results so give me an idea are you still

experiencing like the the marketing needing help or what are you seeing recently that you're still looking for some outside help on oh yeah you know our marketing still needs a lot of help oh how often are you seeing this and now we're right back into the sales call okay so what we want to do at this point is we never want to pitch them on the phone because chances are we're never going to get them a sale all right the goal is to move them from cold to warm to hot to bot so if we're

doing that we're going to go down and just set the call so okay if it helps you we're running a sort of promo right now for a few days pause we want to give them an incentive now depending on the situation I might be able to help you out are you available to sit down for like 15 20 minutes to go over how we might be able to and again like I'm not even too sure if we can I I need to go and check with the big man this is going to give us leverage

all right the goal here again is to move them from cold to warm to hot to bot we want to move them down that cycle to get them to the point of actually paying us so this is going to be the script I need you guys to be following along and then making sure you're moving them from stage to Stage to stage and I promise you if you do this and you stay adamant about this you're going to absolutely Crush now if if you guys thought this was valuable I actually have a free totally free

resource that's in the description of this video if you go down there you'll see it it's a free objection portal all right so all the objections you could possibly handle everything's in there along with a application to work with me oneon-one all right so I do do one-on-one coaching I do do group coaching as well if you wanted a more specific approach to this I actually do have a guarantee as well where I guarantee you an Roi in the first 90 days of working with me or else you don't pay so if that sounds good

to you guys check the description and I will see you guys later