Are you running a service-based business and struggling to close sales because you hate the closing process? You’re not alone, and I’ve got some great news for you. I’m going to share a straightforward system that will help you close more sales, even if closing isn’t your favorite part of the job. Trust me, you won’t want to miss this.

Hi team, I’m Patty Dominguez from More Leverage. We help entrepreneurs and small business owners make the most of their time, money, and energy by using simple strategies like the one I’m about to share.

Follow-Up: The Key to Closing Sales

One of the most valuable lessons I learned from reading “The Ultimate Sales Machine” by Chet Holmes is the importance of following up. People often overlook this, but it’s an essential part of closing more sales. After reading the book, I was so inspired that I put together a white paper about the follow-up flywheel system, and I can’t wait to share it with you.

Adaptive AI Solution for Follow-Up Flywheel

I took the follow-up flywheel concept and infused it into an adaptive AI solution that we provide at More Leverage. This isn’t just about technology; it’s about implementing a system that works seamlessly to close more deals.

The Reality: Most People Aren’t Ready to Buy Now

Here’s the thing: most people aren’t ready to buy immediately. The majority of your leads are at different stages of awareness and readiness. This is something many people gloss over, but understanding this can change your entire approach to sales.

Let me break it down for you:

• 30% aren’t interested in buying right now.
• 30% don’t think they’re interested.
• 30% aren’t even thinking about it.
• 6-7% are open to the idea.
• Only 3% are ready to buy now.

That means only 10% are even remotely close to making a purchase. The rest? They’re either not ready, not aware, or don’t think they’re interested. So, how do you reach these people?

Teach and Position Your Solution

One crucial step is to educate your prospects. Teach them what they need to know to make a smart buying decision and position your solution as the obvious choice. This isn’t just about having a great offer; it’s about making it clear why your offer is the best solution to their problem.

The Progression of a Sale

Here’s something astonishing: most salespeople give up way too early. According to the Society for Professional Marketing, the stats look something like this:

• 43% of people give up after one follow-up.
• 68% give up after two follow-ups.
• 80% give up after three follow-ups.
• 90% give up after four follow-ups.

So where’s the opportunity? Right after the fourth follow-up. Those who stick with it beyond four follow-ups can capture the low-hanging fruit. By reaching out five, six, or even seven times, you can become the default choice when your prospect is ready.

The Opportunity in Consistent Follow-Up

I know what you’re thinking: “Seven follow-ups? That’s exhausting!” But it’s worth it. Consistent follow-up not only keeps you top of mind but also builds your brand awareness. When done right, it makes you the go-to person for when your prospects are ready to buy.

The Follow-Up Flywheel: A Perpetual Cycle

So, how does this follow-up flywheel work? It’s a perpetual cycle, and it goes something like this:

1. Initial Contact: Engage with your prospect.
2. Share Educational Content: Provide valuable information.
3. Deliver on That Education: Make sure your content is enriching.
4. Personalized Follow-Up: Make it individual and relevant.
5. Consistent Regular Check-Ins: Keep in touch regularly.
6. Great Offer: Ensure your offer meets their needs.
7. Overcome Objections: Address and handle any concerns.
8. Close and Onboard: Finalize the sale and onboard efficiently.

Following this cycle ensures you’re always nurturing your prospects and positioning your offer as the solution they need.

Automating Initial Follow-Ups

Now, let’s talk about making your life easier. Automating your follow-ups can save you a lot of time and effort. An adaptive AI follow-up system can understand how your prospect navigates through your content and interactions, making the whole process much smoother.

The Old Way vs. The New Way

Old Way

• Hire a Team: Recruiting, onboarding, and training.
• Schedule and Hours: Managing schedules and workloads.
• 4-8 Weeks to Become Effective: Takes time to get up and running.
• Mundane Work: High turnover due to repetitive tasks.
• Not Leveraged: If an employee leaves, you’re back to square one.
• High Cost: Significant expense in wages and training.

New Way

• AI Works 24/7: Always on, always working.
• Guaranteed Productivity: Consistent and reliable.
• No Bottlenecks: Streamlined process.
• No Training Required: AI knows what to do.
• Cost Containment: More bang for your buck.

What an AI Follow-Up System Can Do

With a proper AI follow-up system, you can:

• Book Inbound Leads: Automate initial contact.
• Book Outbound Meetings at Scale: Reach more prospects efficiently.
• Book Appointments: Keep your calendar full.
• Create Leverage: Make the most of your time and resources.

Looking Beyond Seven Contacts

Remember, most people stop following up after three tries. By going beyond seven contacts, you’re setting yourself apart. Consistency means more sales and a stronger brand. You’re educating your prospects, following up personally, and offering a solution that makes sense to them.

Implementing the Adaptive AI Follow-Up Flywheel

Ready to implement this in your business? With an adaptive AI follow-up flywheel, you can move prospects through your pipeline and get them ready to buy when the time is right.

If this sounds like something you could use, we can help you implement this at More Leverage. Check out our business breakthrough session using the link below to see how we can make this happen for your business.

Click here to book your Business Breakthrough Session.

Let’s close those sales together. See you next time!