Dear Archive Visitor, A couple of weeks ago I spent a good portion of the day making follow-up phone calls with my customers. This week's article is about the hesitation we often experience in that task, but why we must let the benefits overcome any reluctance we feel. It was amazing how much I learned that day from speaking with my customers. I gained understanding of how I could service them better by creating products they really want and need. By the way, my Gold Refinery Circle is just such a product. Time after time at events I have direct sellers come up to me and tell me how they feel stuck right now in their business, and that they don't know what to do to rise up and get things moving in the right direction. Just as common is the statement that they just don't know what else to do to to generate new prospects for their business. I've offered ridiculously low priced coaching in the past for direct sellers who wanted a coach but what I discovered was that these direct sellers didn't really need a coach to cheer them on or tell them what to do. They needed help with their marketing - from their vocal business card to figuring out ways to create new interest in their business. And that kind of coaching necessitates hours of work because it requires one-on-one time as well as time on the side for analysis and copy-writing. That's what so many direct sellers actually need, but personalized coaching doesn't get them it, and they can't afford to hire a copywriter at $300 - $1200 an hour! Enter The Gold Refinery Circle - a coaching club designed to give direct sellers what they need and want at a price they can easily afford. Learn more how to reserve YOUR spot in the Gold Refinery Circle here today.

Why You Don't Want to Put Off Making Follow-Up Calls By Tammy Stanley A couple weeks ago I did what I often recommend others in the sales profession to do - I followed up with customers on the telephone. I didn't get to everyone on the list, but the majority of them. Now, the only way I could follow up with you is if you've ordered one of my products because that's the only way I get a telephone number. The purpose of my call was twofold. First, I wanted to see if each customer had listened to the audio product she'd ordered. Second, I wanted to know what each customer considered the biggest challenge in her direct sales business. I'll freely admit that I didn't start off completely excited about this task. But as it turned out, I made calls for 6 and a half straight hours. I never even took a break for lunch (don't worry, I have a reservoir of love handles that keep me going!). What I thought was going to be tough turned out to be an absolute blast. One of the toughest things about following up with our past customers is that we worry about the worst case scenarios: "I got your product, but I don't like it, and I want to return it. And would you please take me off your email list. I can't stand all of these emails I'm getting from salespeople!" Thinking about worst case scenarios like that can certainly keep us OFF the phone. A few years ago some marketer was bragging that he had a tip in his book that no one ever talked about, and that it was in fact the best marketing tip out there. I thought to myself, "I know this is a ploy just to get me to buy it, but what the heck. I just have to see what tip this guy thinks no one else ever talks about." Guess what? He was absolutely right. I'm sooooo glad I didn't write him off as a typical marketing braggart and ignore his offer. His ultimate marketing tip was "make sure your customers use the product you sold them." He was adamant that the best marketing technique around was following up with customers. Just a couple of weeks ago I missed such a call from a company I've bought from, but they were smart enough to leave me a message. They were checking in to see if I was enjoying the espresso machine I bought from them. Now they might have also been calling to get an order for some new accessory, but the fact that they called to make sure I was happy with my machine made me even happier with the machine. The simple truth is that every time you put off making a customer follow-up call because you fear a return, you lose the opportunity to create value with your customer. Just guess what the most common response was from all my customers. Come on, take a guess. No one's going to know if you get it wrong, and it makes this a bit more powerful. Okay. Have you guessed? The most common response was, "I can't believe you called me." Believe me, your customers may not all say that to you, but they are thinking it. What was the thought I had about the espresso machine company? The same - I couldn't believe they called me. The reason that customers can't believe it when you or I call is because the vast majority of sales people these days sell plenty but never bother to follow up. One of the easiest ways to put yourself in a highly regarded category with your customers is to follow up with them. Now, don't think you have to call for 6 and a half straight hours like I did. Set aside ten minutes and make three calls every day. By the end of every week you will have made 21 follow-up calls. If you think you can't build a direct sales business on that, you'd better think again. You can, and plenty before you have proved the efficacy of that statement. If I haven't already convinced you to start making follow-up calls with past customers, perhaps this simple fact will. The most expensive way to generate sales is to go out and get a new customer; the least expensive way to generate sales is to contact former customers. If theory won't convince you, hopefully the bottom line does! WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

My new Gold Refinery Circle! We'll Focus on the Keys to Transform Your Business Into One That Gives You More Money, Time, and Freedom: 1. Enhancing your current way of marketing to start attracting prospects and recruits like crazy. 2. Harnessing success strategies from working with other top notch producers. 3. Developing a balance that allows both your personal and your business life to thrive. 4. The necessary accountability all sales producers need to get to the top and stay there! This elite group will consist only of women who want to put themselves on the fast track to creating the business and life they've only dreamed about until now. Learn more how to reserve YOUR spot in the Gold Refinery Circle here today.

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists sales professionals to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com