150 Wanda Allen: How to Improve Sales Through Follow-up

In this episode of the Learning from Smart People Podcast, Wanda Allen talked about how to improve sales through follow-up. Rob Oliver asks her about her background and the conversation from their covers this uncomfortable and feared topic. Wanda Allen says that follow-up is one of the major obstacles to more sales.

Here are a few of the major points from the Rob Oliver’s conversation with Wanda Allen about how to improve sales through follow-up:

· Wanda’s back story of starting as a banker working with Small Business Administration loans

· How her job forced her to create systems

· Her study of the sales process uncovered the importance of follow-up at every stage

· A layoff opened her up to her next career opportunity as a speaker and trainer

· System as a concept can mean the same thing as a “daily routine”

· A customer relationship management software is the heart of the system

· Reminders in your CRM are your call to action

· There are a number of options for CRMs, the important thing is to use it!

· There is a difference between working in your comfort zone and truly being systematized

· It’s okay to have more than one process, just not too many!

· Mindset is key in the follow-up process

· Fear is a huge obstacle to follow-up

· 80% of sales are made between the 5th and 12th contact

· Suggestions for what to include in the “Notes” section of your CRM

· There are multiple ways to stay in touch without being salesy

· Be careful to understand that you do not know what other people are going to think

· Only 10% of people make contact more than 3 times

· 98% of the time, you are going to have to follow-up in order to get the sale!

You can learn more about Wanda Allen, her speaking, coursework and freebies through her links below:

Website: https://followupsalesstrategies.com/

Twitter: https://twitter.com/salesfollowup

Facebook: https://www.facebook.com/FollowUpSalesStrategies

Instagram: https://www.instagram.com/followupsalesstrategies/

Linkedin: https://www.linkedin.com/in/wandaallen/

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