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FORTUNE’S IN THE

FOLLOW UP

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FORTUNE’S IN THE

FOLLOW UP

3Re’s

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RE-CONNECT

LBR

Reason

FITFU

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RE-CONNECT

Reason

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LBR

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The Ocean's 14 of Re-Connection

  1. New Strategy or Approach to a previous solution
  2. Re-shaped/Updated Strategy or Approach to a previous solution
  3. New Information, New Data, New Statistics
  4. “I was thinking of you because…”
  5. New Offer – I’m offering “X” to “Y” & because we spoke recently on XXXX, I wanted to share it with you 1st
  6. 9 worded Email – “Are you still interested in…” “Are you still looking for…” “Are you still wanting…”
  7. Third Party Introduction/Recommendation/Suggestion -

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The Ocean's 14 of Re-Connection

8. Gate-Keeper Introduction: HELP!

9. Yes or No? - “You shared that XXXX is creating XXXX, so I wanted to check in to see if you're

In or Out?

10. Update - “It’s been (time) since we last chatted about (results/problems), have you been

able to achieve (Result)?"

11. Lumpy Mail Strategy

12. Simple reminder - “You reached out…We spoke…and as promised/suggested I’ve called

with no reply, where would you like to go from here?

13. Feedback / Input - “I have some ideas/thoughts and I’d love to gain your Feedback/Input”

14. YODA

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The Ocean's 14 of Re-Connection

‘THE YODA’

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RE-CONNECT

RE-ENGAGE

Add Value

Re-Ignite BM

Reason

LBR

FITFU

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RE-ENGAGE�

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RE-ENGAGE

1. Add Value

  • Where are they or where were they on the Decision Making Continuum?
  • Best Medium?
  • Be aware of what are they lacking and what do they want or need?
  • What is the most effective thing for them right now?
  • Educate or Re-Evaluate?

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RE-ENGAGE

2. Re-Ignite Buying Motivators

  • Re-Cap previous BM’s - Is this still applicable? What’s Working or No Longer Working?
  • Isolate needs - This or That?
  • Same or Changed? (Problem = Results/Time/Emotional/Personnel?)
  • CBQ’s: ROI Questions and COI Questions
  • Case Study/Testimonial/Trial/Test Run

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RE-ENGAGE

3. Eliminate Obstacles

  • What were and what are the obstacles or blockages?
  • Eliminate them using…
  • Testimonials
  • Case Studies
  • Story’s
  • Strategic Models

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RE-CONNECT

RE-ENGAGE

RE-CLOSE

Reason

LBR

Add Value

Re-Ignite BM

Strategise

Re-Present

FITFU

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RE-CLOSE�

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RE-CLOSE

Strategise, Represent & Best Next Steps….

  1. Decision Makers & Stakeholders
  2. Main Meal, Entrée or Taste
  3. Green Brain 7 Steps to Emotional Price Presentation
  4. Timing
  5. Payments
  6. Staged Rollout v Traditional

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RE-CONNECT

RE-ENGAGE

RE-CLOSE

Reason

LBR

Add Value

Re-Ignite BM

Strategise

Re-Present

FITFU

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�MEMBER

SPOTLIGHT

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*31% Increase in Business Growth… in just 5mths*

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The Rapid Referral

SYSTEM

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WHY Referrals?

RAPID REFERRAL SYSTEM

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RAPID REFERRAL SYSTEM

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RAPID REFERRAL SYSTEM

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RAPID REFERRAL SYSTEM

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2 Types of Referrals

Re-Active v Pro-Active

RAPID REFERRAL SYSTEM

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REFERRAL

RULES

6

RAPID REFERRAL SYSTEM

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1. TIMING

RAPID REFERRAL SYSTEM

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Highest Peaks of Emotion

RAPID REFERRAL SYSTEM

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The 4 Peaks of Emotion

EMOTIONAL PEAK 1: Point of Sales (Logical Justification)

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​

RAPID REFERRAL SYSTEM

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The 4 Peaks of Emotion

EMOTIONAL PEAK 1: Point of Sales (Logical Justification)

EMOTIONAL PEAK 2: Point of Delivery (Anticipation)

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RAPID REFERRAL SYSTEM

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The 4 Peaks of Emotion

EMOTIONAL PEAK 1: Point of Sales (Logical Justification)

EMOTIONAL PEAK 2: Point of Delivery (Anticipation)

EMOTIONAL PEAK 3: Point of Usage (Experience)

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RAPID REFERRAL SYSTEM

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The 4 Peaks of Emotion

EMOTIONAL PEAK 1: Point of Sales (Logical Justification)

EMOTIONAL PEAK 2: Point of Delivery (Anticipation)

EMOTIONAL PEAK 3: Point of Usage (Experience)

EMOTIONAL PEAK 4: Point of Result (Wins)

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RAPID REFERRAL SYSTEM

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List Your �Peaks of Emotion

RAPID REFERRAL SYSTEM

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2. Make it a GIVING

RAPID REFERRAL SYSTEM

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What’s Your

Give?

RAPID REFERRAL SYSTEM

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3. ISOLATE Faces

RAPID REFERRAL SYSTEM

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ISOLATE Faces

RAPID REFERRAL SYSTEM

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WHOOO…

WHOOO…

ISOLATE Faces

RAPID REFERRAL SYSTEM

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WHOOO…

WHOOO…

ISOLATE Faces

“WHO From…”

RAPID REFERRAL SYSTEM

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Isolate Your FACES…

RAPID REFERRAL SYSTEM

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4. Scarcity & Urgency

RAPID REFERRAL SYSTEM

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TIME Based or VOLUME Based

Scarcity & Urgency

RAPID REFERRAL SYSTEM

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CHOOSE �TIME v VOLUME

RAPID REFERRAL SYSTEM

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5. QUALIFY for QUALITY

RAPID REFERRAL SYSTEM

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WHY them

WHY now?

RAPID REFERRAL SYSTEM

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What’s Quality �for You?

RAPID REFERRAL SYSTEM

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6. PERMISSION

RAPID REFERRAL SYSTEM

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SET the TIME

RAPID REFERRAL SYSTEM

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SET the EXPECTATION

RAPID REFERRAL SYSTEM

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REFERRAL

RULES

6

RAPID REFERRAL SYSTEM

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  1. TIMING

​

  • Make it a GIVING

​

  • ISOLATE Faces

​

  • SCARCITY & URGENCY

​

  • QUALIFY for QUALITY

​

  • PERMISSION

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RAPID REFERRAL SYSTEM

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�MEMBER

SPOTLIGHT

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*31% Increase in Business Growth… in just 5mths*

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BEST NEXT

STEPS

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​

REVERSE SELLING METHOD™

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The Ultimate �REVERSE SELLING METHOD™ �Checklist

- 5 Steps to Sales Success -

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Best Next Steps�