Why Your Sales Team is Not Following Up

Hey, my friend. It's Luis Massaro, CEO of Moving Mastery and founder of Moving Sales Academy. Why aren't your sales reps following up to close the deal, right? You know, for those of you Moving Sales Academy alumni, you know how important this is, right? You know it's all about lead. What follow up? You know it's all about estimate. What follow up, right? We know that. We went over that in depth. But you know, for everybody out there, it's a real problem for your sales if your sales team is not following up, not following up on the leads. When you get leads from lead providers or from your own website and then not following up after you give the estimate, right? Once they spend the time and they put in the time to talk to the customer, give the customer an estimate, go through their inventory, go out and do an on site, do a video estimate, whatever it is you invested time, they need to be following up. So whether you're doing your own sales, whether you have a whole team of salespeople, I want to give you five reasons why your sales team team's not following up, all right? Because it's so important that you pinpoint it so that you could get this issue resolved and start booking more jobs immediately. All right? Follow up is key. So the first reason why they're not following up is they have too many leads. All right? Everybody thinks more leads the better, right? More leads, more leads, more leads. Not if you're not following up with those leads. Not if you call them one time and don't call them again. Not if you're giving somebody an estimate and then not following up. Because your sales team is so busy trying to call the new leads that they don't have time to nurture the leads that they already have. They don't have time to follow up with the people that they've already given an estimate to. Alright? So too many leads can definitely be a problem. The second reason why your sales team's not following up is they're not organized, alright? They don't have a system for when they should be calling the new leads, when they should calling their estimates back. They don't have a follow up sequence within their CRM to help them go through the process of following up. They're just not organized. They're reacting. They're dealing with whatever's coming in. Phone rings, that's what they're dealing with. Lead comes in, that's what they're dealing with. If a customer calls back with questions about their estimate, that's what they're dealing with, but they don't have a system and a structure for going through and making sure that they're following up on all these leads. Alright, saying this, and I'm telling you this information because it's so important, all right? And if you're on top of it, great, good for you. I'm glad to hear it. All right, I know everybody from moving sales academy, I know you're on top of it now. And I just want to make sure everybody understands the importance of follow up. Because all I hear is how much everyone's spending in marketing, how much, you know, we need new leads and we need new, you know, brand ways to make the phone ring. But what happens after it rings? What happens once you get the lead? You have to maximize it. You have to get everything out of it, right? You have to squeeze that fruit and get all the juice out of it. Right? So let's talk about the. What's the third reason why they're not following up? Management, all right, there's no accountability, there's no one telling them you need to be calling new leads as soon as they come in. And this many times you need to call back your estimates after you give them an estimate. Here's your sequence of when you need to be following up and what you need to say. And if they're not following up, no one's saying anything, no one's doing anything, right? Listen, if this is you, if this is your company, it's okay. I mean, a lot of people are in this position and that's why I'm doing this video, all right, I'm not coming down on you for not doing it. I'm just telling you that you need to start managing your people and you need to make sure that they don't just have access to leads and phone calls with no system and no structure for follow up. All right? They need to be following up because otherwise they're just burning through your leads. Alright? So if they're just allowed to come in every day or work from home or wherever it is and kind of call some leads, take some calls and no one's checking on when they're following up, that's a problem, right? That's causing you to lose business. And next reason is peer influence, right? If there's other people in the office, if you're also booking work and there's no one else that's booking and following up on moves, right? No one else is doing calling back customers and saying, hey, we spoke yesterday about your estimate and going through the follow up sequence, then they're not going to do it. They're going to do what people around them are doing. So if you work in your company and you're also booking movement moves, right, make sure you set the example for your team. If you're a sales manager, set the example for your team. If you're an owner, set the example for your team. If you're a moving consultant, set the example for your team. Because once everyone starts doing it, it's peer influence. The reason they're not following up is because no one's doing it. So they look around and they're like, well, why am I going to follow up? I'll just wait for the new lead. Why do I want to call that lead? They didn't book with me on the first time, why am I going to call them back? Or I couldn't get them on the phone, why would I try again? I'll just wait for the new lead. It's pure influence. And then the last of the five reasons that they're not following up is a complete lack of motivation, right? A, they don't know that they should be following up and that's going to increase their booking percentage and they're going to be able to book more moves. And their pay plan might not be structured in a way to where they feel that they're going to be compensated for the extra moves they book, right? So they do what's easy because there's no benefit in making the extra dials, making the extra calls, staying organized, following up with the customers. They need to be motivated. They need to have a commission plan and a pay structure and bonuses and spiffs that keep them fired up and keep them excited or they're not gonna do the follow up, right? Listen, it's so important, all right? It's so, so important that you're following up. And there's two parts to follow up. There's lead follow up, which is when a new lead comes in from a lead provider or your website, getting them on the phone. And then there's estimate follow up, alright? After you already give them an estimate. Following up to book the job. There's too many companies out there that are not doing that. If you start doing after you give an estimate, you're going to be ahead of the majority of people and you're going to book a lot more moves. But listen, my MSA alumni, you know this already, right? So you could verify what I'm saying. I mean, this is how you book a lot of moves. Follow up, follow up, follow up. With that being said, I'm going to get off this video. I want you to get on the phone, start following up. Get your team fired up. Get them motivated. If someone's being a bad influence on everybody else, you need to take them aside. You need to talk to them. If someone needs to be fired, they need to be fired. I mean, listen, you need to be following up. You're spending money on marketing. You're spending money on leads. You're spending money to get the phone to ring. Don't just put a lighter to those leads and burn them and let them go to waste. Follow up. All right, Go out there, follow up on your leads. Book more moves. Profit in business, thrive in life. I'll see you next week. All right. Hey, my friend, it's Louis. I hope you enjoyed this episode. Do me two favors. Number one, subscribe to this channel so that you continue to get updates every time I release new training for you. And number two, if you want to build a rock solid sales process in your moving company and continue to book moves on a regular basis and just increase sales, what I'd love to do is teach you the six stages of building a moving sales machine in your company. All right, These are the same six stages that I use to build my company to a multimillion dollar nationwide level where we, we were booking 12,000 moves a year or $20 million in business. And I'd love to train you for free on how to do that in your company. All right? So simply click on the link on this page or head over to LouisMassaro.com six stages so that's Lewis L-O U I S Massaro M A S S A R O.com six stages. And you'll get instant access and meet me back here. And we're going to walk through the six stages of how to build a movie moving sales machine in your company. All right? So until I see you on the other side, until I see you back here for the free training, go out there every single day and profit in business and thrive in life. I'll see you later.