QUICK TIP: Always give an F.U.

Generally speaking, a good F.U. is a smart move. Sometimes, you might even do it twice.

Every single one of us is busy, especially those of us in sales. But what about the people that we call on? They are even busier and that's why a F.U. (follow up) is crucial to closing deals.

Have you ever heard of a "one call close"? You know, you call on a potential client and they agree to a deal the first time you talk. These are incredibly rare. No one closes a substantial deal without establishing trust and this requires more than one interaction. The problem is, no matter how sweet the deal you offer them, you will be forgotten about 10 minutes after you walk out the door. Don't expect a call back - ever. It's nothing personal. Just the way things work.

This is why you must get aggressive. The second you walk out of your meeting or hang up the phone, schedule your first follow up. Put it in your calendar and then move on to your next sales call. But make sure you follow up.

Then, after your first follow up (call, appointment, email, etc.) schedule your next one.

Keith Rosen wrote an interesting article on the follow up. His point is don't just say "Hi, we spoke before. What's up?" He states have a purpose. And while I don't recommend making it as cheesy and scripted as some of the examples, the point is good. I suggest using the follow up to create some urgency.

Here's my strategy. The first phone call or meeting is just me qualifying the person, making sure I'm not wasting my time. But assuming that there is potential, my first follow up will be about 3 days later with a phone call (this doesn't count the summary email I send immediately following our meeting). At that point I'm trying to answer questions that have come up, addressing any questions they have and trying to get a date to close any deal we might be working on (this includes securing an event, contracting a website or whatever). This simple process continues until one of the following: we close the deal, they tell me no (which is the next best answer to yes) or I decide that this deal will not happen. Regardless of the outcome, it all happens by giving a sincere F.U.

Where does this rank in email promotion?

I had to share this email. I have my thoughts on it but wanted to put it out there and get your take on it. Is it powerful? Does it motivate? Is it from a bully?

BACKGROUND: I signed up for a webinar on Social Media about a week ago. The webinar was yesterday. At about 6:30 PM Mountain Time two days prior to the webinar (Monday night), I got the following email:

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Vince,

I'll cut straight to the chase - in order to attend the "What To Do When You're Overwhelmed with Social Media" webinar hosted by myself and Jon Morrow (from copyblogger.net) you must register at this link:
[website I've taken out]

We currently have just over 900 on this list and only 1,000 spots on gotowebinar so definitely sign up now and sign in to the webinar at least 10 minutes early to guarantee your spot.

Again here are the details:

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"What To Do When You're Overwhelmed with Social Media"

Date: Wednesday, October 7th (aka this Wednesday!)
Time: 1pm pacific / 4pm eastern
Registration Link: [website I've taken out]

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There WILL be a recording made available afterward but if you're interested in Jon's special offer (I bet you can guess what it is by reading here) you'll want to do whatever you can to be there live.

I'm finalizing what I want to share with you right now and I promise you the content is going to be KILLER - and different from all the party lines you've been fed about social media.

I'll see you on Wednesday!

- Laura

Follow me on twitter at [website I've taken out]

P.S. If you want to get on my main list to keep up with everything I'm doing and receive a social media marketing how-to every week sign up at [website I've taken out]

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So what do you think? Over the top? Hits the mark? Please share your comments.

Give 'em something or take something away

In event planning, especially for new or young events, a huge challenge is getting players, participants, spectators and sponsors to commit to the event early. Assuming you have a good reason to get them in early (such as the event will be canceled if you don't get people in by a certain date) the challenge is to create a sense of urgency.

People are funny in that they want everything now but want to pay for it later. In this case, your challenge is to give them a reason to get out of their comfort zone. Revenue or Yield Management sort of addresses this challenge but I summarize it by something one of my boss's once told me. "You either give them something now, or take something away from them tomorrow."

This is the concept used in early registration discounts, evening rates at golf courses and season ticket packages. Your goal is to maximize your revenue selling the same thing.

But this also applies to creating urgency. "Buy your family ticket package today and get a free hamburger." "Call in the next 10 minutes and get a free locker room tour." "Don't wait too long or we may run out of Thunder Sticks!" All create urgency by either giving them something or taking something away.