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Mark Graham Marketing

Don’t Sell, Follow up

You Can’t Make Money without the Follow up

Have you ever heard the term, “The money is in the follow up?”

If you haven’t, take it to heart because without a good follow up, whether it is a system or actual sales calls being made, you will either not make any money or leave a ton of money on the table.

You can generate traffic like a fiend to the best sales funnel in the world, but if there is no follow up behind it then you might as well walk outside and throw your money in the wind because that is exactly what you are doing!

And the part of this that I really don’t understand is that following up with your prospects is not difficult at all.

This post is going to give you some pointers about how to follow up with your prospects, but more importantly, how to set your system up so that your follow up is an extremely simple process…especially for “big ticket” programs.

Systems do the Work

First of all, when it comes to “follow-up” with your prospects your sales funnel should already be fully engaged in that process.

Once someone puts their email address into the opt-in form you should have a battery of emails just waiting to be sent out to each and every one of your leads.

This is the start of the relationship building/follow-up process.

There are many different theories of how aggressive you should be with your emails and what your emails contain, but I like all of my emails to have a lot of high-value content.

You want to be seen as a leader, not some dude at his kitchen table pushing some seedy business opportunity.

You want to be an expert, an authority figure in your niche and crafting the right emails is part of that process.

The Thousand Pound Phone

At some point in time you are going to need to call your prospects. Sorry, but this is just how it is.

If you belong to an organization that does the calling for you then you are in luck, but it’s expensive.

Most of the time when a “coach” or a “mentor” is calling on your behalf, they are charging quite a bit of money…sometimes up to 40% or even 50% of your commissions.

In my opinion, if you set up your system correctly, by the time you get to they calling part you already know what your prospect wants, you already know if they want to get involved with your program and when.

It’s all about setting up some sort of “filter.” You can set up an application page like we do with the Elite Marketing Systems Group or some other contact page. The key here is to get as much information as possible BEFORE you actually make contact with your prospect.

With our form, you know exactly where the prospect is and it’s simply about guiding them through the sign-up process.

This doesn’t need to be hard and it makes that whole picking up the phone thing much easier.

And remember, when YOU do the calling, YOU get 100% of the commissions!

You are NOT Selling

So, like everyone else on the planet, you do not like to sell.

Much of the time this is because we, as human beings, do not like to be sold to. I know I don’t!

Selling or being sold to makes us feels anxious and nervous…we feel conflict and have been trained unconsciously to be very defensive when sales people approach us or call us.

Too much of the time, people think that you are in the business of “selling” because you are involved in a business opportunity and you are!

Yep, I said it, you are in the business of selling…or…persuading people that your opportunity is better than someone elses opportunity.

With that said, we don’t necessarily “sell” anymore.

What I mean by this is that nowadays you are more of an information broker…providing the information that people are seeking.

The trick then is to present your information and your products or services in a manner that is non invasive and non-threatening.

How do we do that?

Simple….we don’t mention it.

Be the Solution

OK, OK….don’t mention the opportunity, the benefits…just a big fat sack of nothing.

You are probably asking, “How in the world is that suppose to work?”

It’s not that we don’t ever mention the opportunity, hell your prospect is there looking at your opportunity via your sales page or a video…something and it’s not like they aren’t expecting a call from you, but here is where we need to change our focus from one of “trying to get someone into our business” to that of “service.”

When I say service, what I am really referring to is serving.

When we do take the time to call someone, someone that has already asked for us to call them, then it’s a matter of putting THEIR needs first.

Number one, we don’t even know for sure that our program will be a good fit. We may think that the opportunity will help them, but we must really take a look at what their problems or challenges are.

Once we find out what financial challenges our prospect has plus the resources that they have on hand and their willingness to learn and be coached can we then and only then start to design a strategy that will help them on to the next step.

We must come to our prospect with no agenda of our own other than to serve them and to help them overcome the burden of their challenges.

This requires us to start developing real relationships with people with a focus on helping them rather than selling to them.

Just a side note – If you don’t belong to an organization that allows for this type of thinking and this perspective then I would challenge you to leave what you are doing and join us!

The New Selling Methods

More than ever opportunities abound!

It is easier today and probably easier than ever to make a living as an entrepreneur, but we will need to move from the “old” way of thinking about sales and embrace this new paradigm that has been offered by many new sales trainers.

Selling today has really become a practice of guiding opportunity seekers through a clear path to finding the tools and resources they need to make things work for them.

This includes the business opportunity you are promoting and all of the tools such as sales systems, traffic generation methods and techniques as well as the support that people need to stay the course.

Today’s selling requires more communication and thoughtfulness.

You may also want to try that whole relationship development thing…remember, people join people, not businesses.

About the author: A passion for helping others, Mark started marketing on the Internet in 2005 with very little success, but with a little determination decided that he was going to go “all in” when it came to making money online. Since then he has been able to stay at home and build his Internet Empire from scratch. Mark enjoys helping other entrepreneurs be all they can be. Connect with mark on

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