Back in my early banking days I had an epiphany that came from a completely unexpected source, a fairy tale I was reading to my then-infant son...I realized that night as I was reading the story, that I was trying to force customers into my ideas about WHEN they should engage with me...like the fairy tale says...my follow-up routines were "too hot".
The good news is, once I figured out how "just right" worked, my entire banking career trajectory changed. I had confidence in the timing and message behind my follow-up routines...and that's what this week's video is all about.
1. The 2 biggest keys to sales success in your banking career are your ability to develop a plan for your prospect and customer relationships, and do what you say you're going to do for them.
2. Getting the timing of your follow-up right means your prospects and customers are more likely to be receptive to your outreach, respond positively to your message, and move the relationship toward the outcome you're ultimately looking for.
3. Each of your prospects and customers are telling you when it's the best time for your next communication. Understand and recognize the 4 cues and clues they are giving you to get the timing of your follow-up right...without fear.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve.
And I promise absolutely no spam!