https://www.youtube.com/watch?v=ttR6gBoBtjQ

I crushed my follow up when I learned these five things and they made me boatloads of money and they're going to do the same for you. Now, I needed to learn these follow up skills because when I got into roofing, I couldn't close a deal on the spot to save my life. I left the house empty handed more times than I can count for weeks and weeks and weeks and weeks and weeks and weeks, if not months, because I was the person that thought sales was just like reading people and connecting with people and getting them to like you. And then you just do business. I never learned or knew because I didn't have any sales training and get any sales training. You had to like ask for the business and follow a process. But anyway, what it led to was me making a bunch of money. And if I didn't learn these skills, I would have gone broke in my first year. And instead I 7x my income and I did it by becoming the follow up king. So I'll be teaching you that in this video. And I'm so glad to jump into it. Welcome or welcome back. Adam Benjamin here. Let's rag and roll. Roofing sales is personal development in disguise, and the reward for growth is life changing. I hope my content helps you create a richer life and bank account. All right. I am very excited to help you crush your follow up game and start making even more sales. If you're an owner or manager and your team needs to improve their follow up, copy paste this video, share it in the group chat and your team's going to thank you because they're going to start making more money. And if you want even more help on the follow-up, I have a checklist in my free training center called the follow-up checklist. That's free and there's no catch. There's a link in the description below. All right, let's rock and roll. So I'm going to jump through these five and you're going to see how powerful they are and how you can start using them right now. And let's start with number one. Now, number one in this list is a concept where you don't have to follow up. Imagine that. Anytime someone asks me, because I hear this a lot. In fact, someone just posted recently in the RSRA community, like, I need help with my follow-up game. and I said, first, we need to identify which type of follow up there is, because there's two. Follow up number one is the person who reaches out to your company to get an estimate or set up an appointment, but we didn't convert them into an appointment. Maybe it's a web form and we didn't make contact yet, or they called after hours, if you don't have an AI answering service or an after hour service. So that's one type of follow up. But the second follow up, and the main one that I hear salespeople talk about, is following up after a sales appointment that was not closed. Now, this one right here, following up after a sales appointment that wasn't closed, you shouldn't have to do. So let's solve that first. That's always my go-to. And there's an acronym. I didn't come up with this and I don't know who did. So if you do know who did, drop a comment below because we deserve to give credit where credit is due. It's a strategy I've always taught, by the way, and that is when you end an appointment, you book the next one. And the acronym that someone had shared in RSRA was BAMFAM, B-A-M-F-A-M. FAM, which is book a meeting from a meeting. I love that. And what this means is that if I'm out meeting with Peggy and Peggy gives me the objection, we're not making a decision until we get all of our estimates and we have two more to go. Well, let's say I bust out all my stops. I over try to overcome the objection. I keep in conversation. I try everything. And I don't get, I just can't get the deal closed. Well, instead of leaving, because Peggy's going to tell you we're going to get all the estimates and we'll call you once we have an answer or we'll follow up with you and they're trying to brush you off. Now, instead of just leaving and then you're stuck in a follow up and or ghosted land, we need to book our next appointment, our follow up appointment on the spot. And how we do that is by adding value to them. So if I opened up my meetings, my appointments with a homeowner saying, hey, my mission and purpose is to understand your roof and your needs. show you your options and help you make a decision, even if it's not with us. Then at the end, I can say, hey, Peggy, remember at the beginning when I said that my mission was to understand your roof and your needs, show you your options and help you make a decision, even if it's not with me? Well, listen, I know you're waiting on those last two estimates. So what we'll do is once you get them, we'll meet again. I'll be brief. I'm going to go through all these line by line to educate and inform you on what you need to know about buying a roof. so you can feel 10 times more prepared than the average homeowner and make the best decision for you, even if it's not with me. Would you prefer Wednesday or Thursday? Okay, that's just an example of how it would flow, where I'm making it about adding value to the homeowner. Now, many people will resist me and they're like, Adam, well, what if they don't want you back in the house? That's okay. You can always revert to a phone call. I call that the down sell offer. Peggy, I understand you're busy, so instead of this being done in person, how about over the phone or a virtual appointment or whatever, email me the estimates. less than an ask. And if nothing else, and I know that it would be harder to compare estimates over the phone, that's just an example of one reason we'd set a follow up. You can always get the phone appointment scheduled as a backup. Why? Because you have a much lower likelihood of being ghosted when they made a commitment to you for an in-person appointment or a phone appointment. So fix number one is book your next meeting from your meeting. It'll solve most of your follow up troubles. Now, items two through five on the list are going to apply to those people who either wouldn't book with you no matter what, or number two, they ghost you after they had an appointment scheduled. Maybe they canceled the follow up after they booked it. This is when we're actually going to be following up. This is also going to be relevant for deals that we need to rehash, okay? These are the appointments we ran weeks ago, months ago, maybe even years ago. And let's start with the big mindset shift, which is, that the goal of the follow-ups, this is number two, the goal of the follow-up is not to get them to make a decision, it's to get them to engage. If you're the note taking type, that's your note. The goal of the follow-up is not to get to a decision, it's to get them to engage. Now, what do I mean by engage? It's to get them to respond. And why? Because what we're looking for is the easiest way for them to get in touch with you so they can stay in touch with you. If I ask for a big commitment like booking an appointment or making a decision, they're going to ghost me because they have to mentally process all of that. And for those who nerd out on human behavior and human psychology, know the principle of persuasion called consistency, meaning human beings are likely to behave in a consistent fashion. In other words, if you ask hard questions or trying to get a lot out of them and they don't respond, they're ghosting you, which means they will consistently ghost you. However, If you engage in a way that makes it easy for them to respond and start a conversation, once they start that conversation, they will likely be consistent, meaning they'll stay in conversation with you. And I have found through testing and looking through the data of our CRM on what text messages have the highest response rates, the ones that work the best are designed to engage the prospect just to get a response. That's it. We don't need to go in for the kill. So don't go in for the kill. Just get them to engage. All right, number three on the list, personalize your follow-ups. This is where a lot of sales reps fall short. It's the attention to detail that makes you feel personal. If you follow up being like, have you made a decision? Are you still interested? Did you talk to your husband? That's not personal. Even if Peggy said, I have to talk to my husband about it, we want to understand the details as to why and or mention specifics that occurred during the appointment. It just makes it, well, quite frankly, a lot more friendly. and people want to engage when it's friendly. So instead of just like the sterile, you know, have you made a decision? I'm here to help. Can I add value to you? Or can I be of service? I have seen some crazy follow-ups where some people are like, let me know if I can be of value or of service or if I can help in any way. It's like, I don't know. I don't know what you can do. What, like, ah, anyway. that's just a side tangent. When it when it when coming back to personalizing it, let's say that Peggy shared during our appointment that her dog just got a surgery and they have a family vacation coming up to the Ozarks. Well, in my follow-up I'm going to say, hey Peggy, I really hope that your dog is doing better. And if I know the dog's name, that's may have bonus points. And I hope your trip to the Ozarks is incredible with your family. Okay, then we follow up. So that's what I mean by personalizing it. We're personalizing it to the details that were shared and we are personalizing it to the details that were shared regarding their decision making process. So if Peggy says, I have to talk to my husband first, and I, you know, overcame that objection like, hey, you know your husband really well, what would be his biggest concerns? And then we find out that it's these three things, right? Maybe it's scheduling, maybe it's he didn't know if he wanted to go class four shingle or not, and it was the price. Those are the three that were shared. I can mention those specifics in the follow up. And I'll ask something simple to get them to engage, like how was the conversation with your husband? Not did you talk with him? How was it? Closed ended versus open ended question, because I want to hear how it went, okay? And it's conversational. So that's what I mean by personalizing it. And I'm tying in, personalizing it, and getting your response. So we're tying in number two and three. All right, now let's move on to number four. This one is important, and that is keep it short. Stop those long texts. No one reads them. They open them up and then they're like, I'm too busy and they put their phone in their pocket. Keep your text short. You're trying to do way too much selling in those long messages. Keep it short. All right. Number five, the most important one, end with a question. Remember, the goal is to get them to engage, so end with a question. All of your texts should do what? End with a question. Alright, what follow-up tips do you have? Drop them in the comments below. I'd love to see them. There's a lot of different strategies out there, but don't leave yet. I have a perfect video for you to absolutely crush this because sometimes you will be forced to sell over text or email. And when you do, you're going to want to watch this video because it's going to help you close those sales. Thanks for joining me and I'll see you in the next one.