Follow-Up System Workshop Eliminates Cold Calling, Makes Selling Easy and Fun

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Prospects aren't always ready to buy when salespeople are selling. Sales professionals who don't have an automated follow-up system often miss their window of opportunity to close the sale. In fact, there's a limit on how much sales people are able to close by meeting with buyers one-on-one. This "old-school" kind of "missionary selling" leads to cold-call fatigue, lost sales opportunities, and career burnout. Instead of ignoring this critical business-building opportunity because there's no time, business owners can create stay-in-touch marketing with their own customer database at the upcoming Follow-Up System Workshop.

The Official ACT! Quick Study Guide

Most business owners know they must take care of their current customers or risk losing them to the competition. But what does "take care of" actually mean? Based on these facts, they're not doing a very good job.

  • It takes at least 12 contacts to convert a prospect into a customer
  • Only 15% of inquiries result in a return phone call from a salesperson
  • Another 40% quit after the 4th contact
  • 50% of all leads result in a sale--for somebody
  • 68% of customers stop buying because of indifference
  • 80% of all sales happen after the 4th contact
  • Half of all salespeople quit after their first contact!

Why do so many smart salespeople and business owners back-burner this critical customer service opportunity?

  • They don't know which marketing strategies to use
  • They're too busy, and don't know how to get started
  • They don't know how to write creative communications or how to get their messages delivered

A lot of salespeople are taught in Sales 101 to follow up until prospects "buy or die." As a result, all sales organizations adhere to some deviation of these moldy-oldy sales rules. The result is that everyone stays in his same dis-comfort level and recycles the belief that if he can work just a little harder, make more calls, bug his prospective buyers just a little bit more than his competitors do, he'll win the business! At the Follow-Up System Workshop students learn how to profit from working their database--instead of the telephone.

Susan Clark and Lori Feldman are experts in hands-on customer relationship management (CRM) and creating easy-to-automate follow-up systems. Their Follow-Up System Workshop will be presented in Chicago on October 8-9; in Houston on October 22-23; and in St. Louis on October 29-30. For 2 full days, the women reveal tips, tactics, and best practices to identify a company's "trigger events," such as a first-time meeting, first-time sale, or a referral opportunity. Then students take those triggers and customize drip-marketing campaigns and matching creative messaging to build an integrated follow-up system that keeps them in touch with their customers and prospects over a few weeks or a few years.

"It's easy to attract clients automatically--without cold calling or more face-to-face selling--if you follow the formulas we teach," said Lori Feldman. One of Lori's sequences to a 10-year client just resulted in a 6-figure deal, she added. "Students immediately see the benefits of setting up a follow-up system once that reaps amazing rewards over and over again--even while they're off having a life."

"You work on your own customer database in the workshop, so your customized, stay-in-touch system is in place when you get back to the office," said Susan Clark. "It's an 'under the radar' tactic for instantly differentiating yourself from your competitors--who aren't following up!"

The 2-day agenda covers:

Day 1 - Creating the Drip-Marketing Follow-Up System
Day 2 - Creative Messaging Formulas

About the Follow-Up System Workshop
For more information, go to
The three dates and venues are: October 8-9 in Chicago, October 22-23 in Houston and October 29-30 in St. Louis.

About Your Instructors:
Susan Clark, President of, Houston, is the nationally known and respected author of "The Official ACT! Quick Study Guide" which sells on the home page of She is a Sage Authorized Premiere Trainer and her courseware is used by ACT consultants in their training classes nationwide. Sage (ACT!'s corporate parent) hires Susan to train and certify new ACT! consultants. She has served for more than 6 years on the ACT! Advisory Board, which meets with ACT!'s US president and top software developers to help guide the future of this #1 selling contact manager. Susan also founded the Houston Area ACT Users Group. Susan served 10 years as Director of Marketing for a Fortune 500 oilfield service company before starting her company in 1987.

Lori Feldman of, St. Louis, hasn't made a cold call in 20 years because she's a practitioner of the database marketing follow-up system she teaches with Susan. She has been a mailing list broker and direct marketing consultant since 1981. After serving as president of the Direct Marketing Association of St. Louis, she was presented with its top prize: The "Direct Marketer of the Year" Award. Lori is Editor and Publisher of the award-winning, "Database Marketing Hotwire," a monthly email newsletter sent free of charge to more than 12,000 opt-in subscribers each month. Lori founded the St Louis and Kansas City ACT User Groups. She helps business owners squeeze every drop of profit from their customer database using proven database marketing principles.


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