Matt Ryder breaks down a follow-up system that moves prospects through five touchpoints over 90 days, starting with confirming desire and identifying the main obstacle. He targets 30% of sales from follow-up alone, tracking everything in a CRM to build a repeatable pipeline that rewards consistency.
You can actually cheat your way into being the best rep on the team. The first thing I'm gonna go through is a follow-up system, and that will give you an unfair advantage because most reps are lazy as fuck. So we have days out from sale, 90, 60, 30, 14, 7, and then you got your sale. And down here, potential commissions. Now what I wanna do, I have Jeff and my goal is to get Jeff from 90 down to sale, but like, that's a really big thing to do. And so this is gonna be like, Jeff is gonna go from here to here, to here, to here, to here. Once you have this good to go, what is follow-up and how do we do it? The first thing is, They want the product or service. Then we agree on the obstacle. Is it time? Is it money? We agree upon a timeline. How long do you think it will take you to solve XYZ problem? Takes 3 weeks. Hey, if I challenge you to do it in 2, you think you could do it? Now we've agreed on the timeline, then we set a schedule. How often are you okay with me reaching out to you to make sure that you're on track? Then you have to be diligent. You need to set these things as tasks in your CRM, and the goal should be to have at least 30% of your sales be coming from follow-up. You sort of cash out this entire thing, and then you go back to business as usual, and then you start with a blank slate and you start adding people to it again.
