This 1966 study explains why your follow ups aren't working

All right, you guys, I consider myself a decently educated person. I try to be intelligent. I try to be in tune with what's going on, especially in the world of sales. And it's not every day where I'm reading something or I see something that I truly did not know before. And why I wanted to bring this to you is because this is something that I've experienced personally. So I'm gonna guess that you have experienced it as well as both a buyer and a sales rep who's doing follow-ups. Now, I didn't just come up with this myself. I found this on YouTube through somebody else and I figured, well, let me package this up in a way that's relevant to you, my audience, and talk about it because I think you should know about it. In 1966, the reactance theory was developed by Jack Brehm. And when I first saw the word reactance, I was like, I've never seen that word before. Is that a real word? It is a real word. I thought it was a typo. And there's a lot of research done around this. So I'm going to drop some stats here and there in this video. If you sell to business owners, A-type prospects, people that are used to having control, making decisions, being the one that influences how things go. You've definitely experienced this or you're going to in the future. So hopefully you're seeing this before, before I dive into these new findings anymore. I want you to go down below to the first link in the description and subscribe to Two Piece Tuesday. If you're here, you're probably in sales, and if you're in sales, you might work remote. But if you don't, I want to help you work remote. Every Tuesday I'm sending an email breaking down 2 high-quality remote inbound sales roles, and I'm usually going to include a link to apply to at least One of them. These aren't jobs you see on LinkedIn or Indeed. These are jobs that we source through our private community. You're getting a little sneak peek, totally free. You don't lose anything. Learn how to do due diligence like the top 1% in this space. Get access to opportunity that you wouldn't have seen otherwise. It's a win-win. Get on there, first link. Now into it. Those people hate to be told what they can and can't do. They hate to know that there's somebody else who's trying to influence the decision that they Want to make, need to make, or maybe don't want to make. In the video that kind of put me onto this idea, he was mentioning a situation where this gentleman was trying to buy a watch. After the initial visit, the sales rep hits him with the standard follow-up, the same follow-up that we're all told to do as sales reps, the same follow-up that if you didn't do it, you would get in trouble and you would think that you're being lazy. It's the polite touching base. Hey, how's it going? Anything new on your end? Not assumptive, not too salesy, just staying top of mind. And it's because of reactance, or more specifically, psychological reactance. When these high agency people feel that their freedom to choose the decision that they want is being limited or put into a box by another party, they push away. Even if it's the, hey, just following up, or hey, how are you doing? If they feel like they're being watched, tracked, if they feel like Somebody is just paying attention to the moves that they make or don't make brushes them the wrong way. And simply out of a declaration of exerting their freedoms, they will push you away. One of the studies on here mentioned somebody used a follow-up that said, have you thought any more about it? An email targeting the client's private deliberation. And it's this mental space intrusion that killed the deal. Now, a little nuance here. Reactance can only happen when somebody perceives that they control the outcome of the decision. And if they perceive that and there is a threat to their ability to control the decision, that's where this is going to pop up. Now, when certain people start to sense that, you know, there's pressure or there's someone applying oversight to their decision-making process, other emotions pop up like anger, reluctance, frustration, annoyance. All of these emotions are tied through survey data to decision-making traits that are probably not in your favor as a sales rep, AKA you're not going to close the deal. This is also part of the reason why when you're a kid and you're exploring somewhere out in the woods and you see a fence and you see a sign that says keep out, that you kind of want to go in there more than if there was no sign at all. If you were that kid, there's a chance that you make decisions in the same way as this person who experiences psychological reactance. Now shout out to the guy who put me on this on YouTube because he suggested a way to get around the reactance. Let's go back to the watch sale scenario. Instead of having a great conversation with a client and leaving it up in the wind until 48 hours when you're supposed to do your first set follow-up, do this instead. Send them a light message the same day of the meeting. In that message, say something like, hey, it was great speaking with you today. Great talking to you more about this thing that you're trying to solve. After that, say something that is perceived to be your own frame of thinking. This guy said something like, it crossed my mind that after we spoke, I remembered that, and then fill in the blank with something that they might be interested in. Let's say this guy's in the in the Rolex store, he's looking at an olive green Datejust. Let's say olive green Datejusts are really hard to come by, but whatever, I'll, I'll follow up and we'll figure out if we can close this deal. Instead, same day later, I'm gonna say, hey, great speaking with you. Olive green Datejust is literally a watch that you can never go wrong with. I have this variation of it coming in in about a week. I forgot to tell you, I'm gonna send you a pic when it comes in. No ask, no question, just an intention set that you are going to reach out to them in about a week. So then when you follow up with them, you are not intruding their decision-making process. You are not chasing a sale. You are fulfilling upon a promise that you made to them. And people like people that stick to their word, that fulfill on promises, that drive value. We've done this before with our sales community that we run. We post 700+ jobs a month. We have people that get on calls with us and they don't join. Cool. You know, no hard feelings. Not, not everybody's going to join every time. But when we have people come in that work in a certain type of job, certain type of industry, and then we have opportunities come in that would make sense for them based on what they do. Let's say they're a real estate agent and we have something come in that's in the real estate space. Maybe let's say it's a real estate lead gen marketing agency. So again, leading with something like, hey, good chatting with you today. Every once in a while we get jobs that meet this kind of criteria. I'll shoot some over so you can get an eye on them as they come through. That would work a lot better. Hopefully you guys took away something cool from that. I thought that was cool. I've been in sales for a long time. And pretty much these days, dude, most of the sales content out there, I'm like, I've already known this. This is nothing new. I'm not going to watch this. But this theory and how it applies to sales, I thought was really interesting. I wanted to bring it to you guys. My last little rant here, I'd mentioned our sales community. If you're in the world of sales, remote sales, and you're looking for 1099 contracted inbound sales calls, this is phone setting or closing through Zoom calls through your home office like mine right here. That's what we help people do. We've been doing it since 2022. We've got a really, really defined process where we source a lot of roles and we help people land them. Sales training does not get you into these roles, no matter what other people tell you. There's a reason a lot of people come to us with all the sales training in the world, but not a vehicle to apply it to. Working with us gets you in those roles. And if you're tired of where you're at, go down below to the second link in the description. You can learn more about what we do, how it works, and book a call with the team. Talk with us. We'll let you know how we can help. That's it for this one. Thank you guys for watching this video. Do the like, comment, subscribe, thumbs up. Let me know what you like. Let me know what you don't like. We'll keep it pushing. See y'all next week.