Matt Ryder breaks down how to build a follow-up and referral system that generates consistent sales without relying on marketing. He shares the specific strategies that got him to seven figures in commissions.
Hey guys, what's up? Matt here. And this is a quick video and I'm going to explain to you, the sales guys, the business owners, all that kind of stuff on how I create a really, really effective follow up and referral, I guess, pipeline, so that I can constantly have sales coming in and I'm not reliant on any one particular marketing channel so that I myself, me, can be responsible for my own income, not some random guy in the marketing department. All right, guys, make sure you, like, subscribe the notification bell and I'll see you soon. I get asked this all the time, hey, Matt, like what's, what do I do when I follow up? And I want to break it down for you. There's a couple of key things you need to understand when you're doing follow up. The first thing is, if you wanted to be effective, follow up is throw the ego out the window. If you're constantly thinking that people are no showing on you because they hate you in some weird way, or like they've, they've wronged you and all of a sudden now you're starting a feud or a deal with this person. That is not an effective way to follow up with people because you're constantly going to be coming at it with a context of like, you know, you stopped caring about them and you started caring about the sale. And that just doesn't really work well for anybody. Get that out of your mind. Learn to just be okay with the fact that some people are going to ghost you. Most of those people are ghosting you simply because they're busy and they forget. How many times have you looked at your phone, this is a wallet, but looked at your phone and gone like, oh, I really need to talk to that guy, but I don't have time right now. Send to message bank. I will call that guy back later. And then you forget. Why? Because you're busy and everyone's busy. It's just kind of the way it is. So you just gotta be okay with that as being a reality of your job. Now if someone's no shit on five sales calls, do I let them book a sixth? Maybe. But it's gonna have to be in a time that's super convenient for me where if they don't show up, it doesn't matter, right? And I'm gonna have a genuine conversation about them. But I'm gonna come at it from a, hey, man, you seem super busy. Like, you know, are you doing this to kind of get out of that rat race? Like, what's going on because if you can't put the time in, then I can't see if we can help, man. And I can't give you any more of my time without some assurances that you're actually going to be able to turn up. So what's a time or even a place or whatever that we know that you are 100% going to be available both physically and mentally. All right? So have a genuine conversation. Just don't come at it from an angle where like you're wasting my time. You're not important enough to them to where like you're on their radar enough to where they're intentionally wasting your time. That's an ego way of looking. Okay, the next thing is just that you want to have like three to four buckets, okay? I have one which is people who are going to close in seven days. Two, which is people are going to close in 14 days. Three people are going to close in the next 28 days. Four people who are in long term farming operations. So now I have my pipeline, I have all my people, my names in there. I have my follow up sessions scheduled within my diary. I have them marked as free, okay, so that a sales call can be booked in over the top and then I can just move them because sales calls is always the priority. Okay. When it comes to diary space, you want to have sales calls as your priority. But I have my X amount of hours of follow up every single week booked in. Now what I do is my goal for each say 45 minute to 1 hour follow up session is I want to move at least one person down a run. So from long term follow up to 28 days, from 28 days to 14 days, 14 days to seven or seven to close. Okay? So I want to keep moving people through that pipeline because if I do that three times a week, I'm constantly moving people down, right? And so then I can create a really, really thick, luscious and vibrant pipeline for myself to where it's constantly fulminating. And like after about say three to four months of doing that, you'll have one to two people per week that are closing simply from your follow up sequence. Now we add on top of that, okay, we add referrals. I'll link below a video that I've done about referrals before. You can Also check out SalesSniper.net if you actually comment referrals down below, we'll be able to send you that free resource which is the scripting on how you generate referrals. But and I can do a more in depth video if you guys let me know down below, then I can do a more in depth video on that. But essentially what you want to do is you want to set yourself up to generate referrals. So everyone that I sign within days 14 to 28 is going to be hit up for a referral. I know that if I'm signing, can I use round numbers, 10 people a week. That means that I should be getting roughly one actual referral every week. Because about one in 10 will give you a paid referral, right? If one in five gives you a referral and you sign 50% of those people, one in 10 paying clients will give you referral. Now, even if you only close 10 people a month, that's now 11. And then after nine more months of that, now you've got, you know, 20. Because it's just, it's a constant flow on effect. So if you have your follow up sorted and you're relatively religious through it and you have your, you're the outcomes that you're trying to get for each individual session and then you have your referral system that you're doing and you're locking that in place, all of a sudden you're making an extra three to four sales per month, right? Without being reliant on anyone else. That's all you, that's what you're doing. Now there are other ways in which a salesperson can go out there and make sales and do that kind of stuff. But I want you to think right now, right, let me know down below if you were making an extra three to four sales per month because you had a systemized follow up, that you were actually taking action and you were asking, asking for referrals. I mean, let me know in the comments down below exactly how much more money you would make with an extra 4, 4 sales per month in your pocket. So it's nothing to sneeze at. And that can snowball into more and more and more. The more you do it, the more religious you are about it. All right, guys, I hope that was helpful. I want you guys to like subscribe, hit the notification bell. All that kind of good stuff. Let us know that you like it. Make sure you make those comments down below and I will see you in the next video. Thank you very much. Bye. D.
