How to Generate Leads and Use Follow Up For More Sales Conversions
On Episode 340 of The No Limits Selling Podcast, we have Mostafa Hosseini. Mostafa is a professional who helps you elevate customer engagement, boost sales, and maximize profits.
Back in the early days of Google (you know, when you could still find something on the internet without scrolling through pages and pages of ads), Mostafa was exposed to the world of self-help and personal development. He had big dreams of becoming a successful businessman and was determined to do whatever it took to get there.
So he started searching for answers – what did he need to study, learn, and master in order to achieve his goals? And that’s when he stumbled upon the likes of Tony Robbins, Jim Rohn, and Brian Tracy (among many, many others).
He learned from Jim Rohn, for example, that if you want to learn something, it’s usually best to go straight to the expert – instead of wasting time trying to figure it out on your own. He also said that successful people often hire mentors or coaches to guide them, which is exactly what he did.
So if you’re looking to take your personal development to the next level, he highly recommends finding a mentor or coach.
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The Importance of Follow-up
Umar highlights the missed opportunities when businesses don't follow up with existing customers or potential clients who showed interest.
Umar introduces Mostafa as an expert in the area of following up and lead generation.
The Need for a Follow-up Process
Umar emphasizes that successful salespeople have a structured process that they stick to. This discipline allows them to be productive and refine their approach.
Umar seeks Mostafa's insights on the need for a follow-up process and what an effective process might look like.
Overcoming the Fear of Follow-ups
Mostafa discusses the common fears salespeople have when following up. Some worry they might bother the prospect or come off as needy.
The importance of consistent and timely follow-ups is underscored with examples, such as a dealership that stood out due to its diligent follow-up process.
Strategy to Overcome Follow-up Fear
Mostafa introduces a strategy to help overcome the fear of following up, emphasizing the importance of showing genuine interest and being responsive.
Overcoming the Fear of Follow-up
Educating with Stories
Mostafa Hosseini: Emphasizes the power of stories as a method to engage and educate customers during the follow-up process. Using real-world examples, like interactions with other clients or prospects, can provide context and make the follow-up more meaningful.
Questions versus Stories
Umar Hameed: Points out the difference between a series of questions and a genuine story. He mentions that a story should provide a clear narrative, rather than just asking a set of questions.
Educating About the Product
Mostafa Hosseini: Suggests another effective follow-up strategy: educating the customer about the product. This approach provides value to the customer and positions the salesperson as a trusted resource.
Addressing Unhappy Customers
Mostafa Hosseini: Shares a surprising statistic: only one out of 26 unhappy customers will voice their concerns, while the rest will silently drift away. He stresses the importance of having a system in place to identify and address unhappy customers promptly. By proactively reaching out, businesses can address concerns and potentially salvage the customer relationship.
Process Over Pushy Sales Tactics
Mostafa Hosseini: Advocates for a consultative approach over aggressive sales tactics. Instead of pressuring the customer to make a purchase, he suggests offering value, sharing insights, and discussing solutions to the customer's challenges.
The Importance of a Follow-up Process
Umar Hameed: Emphasizes the significance of having a structured follow-up process. A systematic approach not only instills confidence in salespeople but also provides a clear roadmap for engagement.
The Process for Existing Customers
Emphasizes the significance of regularly engaging with existing customers.
Recommends reaching out to the entire customer list every three to four months.
Explains the multiple benefits of this approach: customers often have new needs, they can provide referrals, and since they already trust the business, conversion rates are much higher for repeat business.
Different Channels for Follow-ups
Umar Hameed: Asks about the various platforms for follow-ups, such as LinkedIn, emails, texts, voicemails, and phone calls.
Mostafa Hosseini: Suggests a mixed approach for prospects: using different channels every week, like emails one week and phone calls the next.
Highlights the power of simple gestures on platforms like LinkedIn, such as liking and commenting on posts. However, he stresses that these actions should be genuine.
Authenticity in Engagements
Umar Hameed: Emphasizes the importance of genuine engagement, especially on platforms like LinkedIn. Generic or insincere comments can be easily spotted and may repel potential clients.
Mostafa Hosseini: Agrees, noting that authenticity is key, and people can easily discern when someone is not being genuine.
Lead Generation Strategies
Umar Hameed: Pivots the conversation to lead generation, asking about strategies for acquiring prospects, especially in a business-to-business context.
Mostafa Hosseini: Recommends creating a "Dream 100" list, a strategy he learned from Chet Holmes. The concept involves identifying and targeting the top 100 ideal clients or businesses.
Questions & Answers
Why is following up with existing customers so crucial?
Following up with existing customers can unveil missed opportunities. Many businesses don't re-engage with customers who showed initial interest or made a previous purchase, resulting in lost sales. Regular follow-ups help maintain customer relationships, leading to repeat business and referrals.
What's the power of stories in sales follow-ups?
Stories are an effective method to engage and educate customers during follow-ups. Sharing real-world examples or interactions can provide context, making the communication more meaningful and relatable.
How often should a business engage with its existing customers?
Experts recommend reaching out to the entire customer list every three to four months. This consistent engagement helps keep the business top-of-mind and addresses any new needs or concerns customers might have.
What platforms are effective for sales follow-ups?
A multi-channel approach is often best. This can include emails, phone calls, texts, voicemails, and engagement on professional networks like LinkedIn. The key is to be genuine and provide value during each interaction.
What's the "Dream 100" strategy in lead generation?
The "Dream 100" strategy, introduced by Chet Holmes, involves identifying and targeting the top 100 ideal clients or businesses. By focusing on these high-value prospects, businesses can optimize their sales and marketing efforts.
How can a business be authentic during online engagements?
Authenticity is about being genuine in your interactions. Instead of generic comments or likes, take the time to read and understand the content before engaging. Constructive comments or feedback can initiate meaningful conversations and foster trust.
Are there any recommended reads on sales strategies?
Yes, "The Ultimate Sales Machine" by Chet Holmes is a highly recommended book that delves into various sales strategies, including the "Dream 100" concept.
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