Today Dr. T's guest is Wanda Allen, a speaker, coach, and corporate trainer specializing in follow-up sales strategies. Dr. T and Wanda discuss why following up with your prospective client is essential. Wanda shares the surprising statistics of how many people don't follow up and says if you don't consistently follow up, you leave money on the table. They talk about why people fear follow-up and why you should push through it and be willing to be uncomfortable. Asking questions and being more interested than interesting helps build relationships, and you come from a place of service rather than selling your services. Finally, Wanda talks about her firm belief in relationship management. In keeping that relationship moving forward, we should also ask for referrals and testimonials, and Wanda mentions the two things that have made her business successful.
Wanda Allen is an international speaker, coach, corporate trainer, author, and award-winning business owner. She's the author of Follow Up Savvy and Follow Up Sales Strategies. Wanda had a 25-year corporate career where she held the position of Senior Vice President for 15 years. She has a sales background and worked with sales teams throughout her corporate job. She gained extensive training in business development, maintaining client relationships, and customer service. She has a vital skill set for developing systems and applied this skill to the follow-up process. What she teaches is tried, tested, and proven. After leaving the corporate world to pursue her business ventures, Wanda founded Follow Up Sales Strategies. She's an expert in helping entrepreneurs, business owners, and sales professionals increase pipelines, improve sales performance, and strengthen relationships by developing strong follow-up skills.
From this episode:
"When I find I'm very passionate about my work. Like, I love what we do. It's helping people grow their businesses; it's creating time and freedom for them. And it's all these things that I love. And I find that I'm really not entering a sales call; I'm entering a relationship. And when I'm thinking about it and doing a service, the fear sort of goes away because I'm coming in at a different angle."-Dr. T
"You are asking the prospect questions rather than you talking, talking, and throwing everything you can do and how great you are. That's the turnout. So, there's a saying, be more interested than interesting. So be interested in the prospect. So, where are you in terms of your follow-up? What habits do you have? Where do you struggle? Where are you successful? It's whatever your product or services, so prospects will put them at ease. And listen, we like people who are interested in us that feed our ego, we all have an ego, and that person will be a lot more likable. So it's putting the focus on the prospect because truly, you want to find out how you can best help them and where they are, you know, it's called meeting them where they are, yes, and, you know, working from the same page."-Wanda Allen
https://followupsalesstrategies.com/