108: Fortune IS The Follow-Up

Today I wanna talk to you guys about HOW you follow up with the leads and the people that are actually interested in either your downline or purchasing your product.   We're gonna talk about FOLLOW-UP.    This is something I've talked about quite a bit in other places that I publish… But the follow-up is EVERYTHING.    Whenever I'm at an event, this is one of the BIGGEST questions I get asked. This is one of those repeat questions that I hear.    About three days ago, I was at an event doing some spot coaching with people who were workshopping when somebody said this question…     "Steven, how many times should I be emailing? Is there a certain amount of follow-up I should be doing? Is there such a thing as too much follow-up?"    My response was, "When I am creating a follow-up sequence, I want them to opt-out of me because I am being too aggressive in their eyes."    Do you know what I mean?    That has hardly ever happened… I have never had anybody reach out to me and say, "Enough already."    We've sent over 2 MILLION emails in the last three or four years…    I made a mistake ONE TIME in sending the same email to someone five times…    Quite rightly he reached out and said, "ENOUGH!"    #mybad   That was only one time out of two million emails.    In a typical month, I send    200,000 emails on one email account   Another 200,000 on a second email account    … I send a lot of emails, alright?    MY FOLLOW-UP PROCESS   When I was a door-to-door salesman, one of the biggest things I was taught was FOLLOW-UP.    They trained us really, really well on:    What you'll find   What you'll learn   DID YOU KNOW: Most people don't even follow up once!?    47%-48% of people will follow up ONE time   TYPICALLY, you need to follow-up 5-8 times before somebody says, “Yes”.    Some people have said to me, "You’re following-up five times because you're being aggressive and people finally give in"    No, no, no, it's not that at all.   One of the guys I like to follow online is Frank Kern.    (You've likely heard of his name.)    I saw Frank Kern online recently, and what he did this...    He was sitting at a coffee table with a big bowl of mints.    He took out a small handful of mints and said, "Let's say this represents the people that are ready to buy from you right NOW."    Then he took a BIG amount of mints and he put it in a pile next to the small pile and said, “ This represents the people that will buy from you in the next 60-90 days."    And then he grabbed the rest of them and dumped them in this massive pile.    He said, "These are the ones that are in the far distant future. It's not that you can't sell those that are ready to buy right NOW, but you need to focus on the 60-90 day group.    It's a much LARGER category and you're gonna get a lot more sales for it. If you just focus on the people who want to buy NOW, the issue is that a lot of people are not ready to buy.    It's not that they won't, it's that it takes a few rounds and a few pieces of follow-up."    TWO WAYS TO FOLLOW-UP   There are two ways to follow up:    An annoying way to follow up  A very value-based way to follow up   When you follow up with VALUE, it's a lot easier for people to say YES.    You're not annoying and people are actually looking forward to the interaction with you.    First of all, I want to walk you through a few stats - A case study of how we’re doing this and what it’s meant for us.    I read an article recently that said, “You should only STOP following up in a few scenarios…      They die       They buy       They send you a cease and desist letter."     … The whole point and premise of this is, I want you to know that the follow-up is truly where the money comes in.    IN FACT, I know a lot of people that are the exact same way.    We make money from every dollar we collect on the front… But what we’re really waiting for is the backend.    The BACKEND is where we'll pull another $5, $6, $7, $8, $9, $10 per dollar that we bring in in the front.    MY FOLLOW-UP STATS   I want to share with you, the most recent month's stats.    If you're not on YouTube, that's okay, I'm gonna talk through the numbers here.    These are still warm, okay? I screenshotted and printed stats from two MLM funnels that I have.    And I wanna share the stats with you so you can see how we're doing it and why this matters so much when it comes to the follow-up.    I’m going to be...