Originally published April 26, 2017 by Influence Magazine

Cheryl Scoffield, The Follow Up Specialist has been selected as one of the TOP 100 Authority 2017 by Influence Magazine.

Where does this one or two touch sales mentality come from? According to Cheryl, business professionals responsible for sales often have one question in their mind, “Who can I close today and who can I close this month to meet my targets?”. After a few touches, either by phone or email, Cheryl finds that the majority of people push a once “hot” lead into a database for “follow-up later.” The pattern Cheryl sees is that once a lead is in a “database” it never gets touched or nurtured again.

As Cheryl was speaking about those hot leads heading into a database I couldn’t help think of the phrase “Databases, where good leads go to die”.

That phrase wouldn’t be far off considering Cheryl says it is her experience that these lead databases often have thousands of leads with maybe the top 10% being active. That means only one in ten continue along what Cheryl calls the “path to purchase”.

Another aspect that Cheryl is passionate about is maximizing in-person, real-world conversations. Cheryl says that very often when business owners and professionals feel a strong initial connection with someone they’ll set up a “get to know you” coffee meeeting. At the end inevitably this sentence, or something very close to it, is said, “It’s been wonderful to meet you. If I ever need your services, or know someone that does, I’ll let you know.”

And from there what happens? According to Cheryl, almost always the answer is “Nothing”.
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And that is why Cheryl, through her business Kickstart your Company, works with business owners and professionals to maximize the sales potential buried in their list. Cheryl co-creates sales lead management systems for clients that focus on following up through CRMs and digital platforms including email marketing, LinkedIn and more.
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An important part of this follow up system is helping professionals take what they say in person and convey it with equal authenticity and passion in the new digital world of LinkedIn and email. According to Cheryl, “Every business owner has all this information which they give verbally in one on one situations like tradeshows and networking events. They say it with passion and authenticity but they aren’t transmitting that same messaging online.” Cheryl works with them to bridge that gap.

Why does Cheryl do what she does?

Cheryl is a self-described voracious collector of information. From her start selling fabrics on Spadina Avenue in the fashion district of Toronto Ontario she was taught the standard sales wisdom of how to get to know people to create prospects and clients. What she found was that as a business moved into the digital age this information wasn’t working for her or many others she spoke with. After years of investigation she found out what actually does work and she loves sharing her insights with her clients either through skills training or strategy implementation.
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She is the Author of the business development reference guide – Follow Up Secrets How To Harness MORE Sales Opportunities and Creator of Kickstart BUSINESS ACADEMY  online training to help you get started right away following up to the 5th – 12th contact where 80% of sales are WON.

 

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If you have questions about showcasing your company online, automating sales processes, email marketing or your course platform, Cheryl Scoffield regularly writes, trains and speaks on Business Growth Strategies; Lead Generation, List Building, Sales Funnels, Lead Magnet Creation, Sales Lead Management, Follow Up and KAJABI.

If you’d like to read more on these topics click Contact Cheryl at KickstartYourCompany.com.

Have a great week turning leads into sales.

Cheryl Scoffield, The Follow Up Specialist, Online Business Technology Mentor, Kajabi Specialist

Kickstart Your Company is an online business development strategy and skills development company  Online Training, VIP Done For You, and Funnel Builds using a blend of strategic mentorship and co-creation to help you take action and maximize sales opportunities.