Tracy Monteforte is a career network marketer, trainer, Master Results Coach and Co-Founder of WTPowers; an online automated support system, helping thousands of direct sales professionals in over sixty countries to succeed in their home-based businesses since 2001.

 Tracy joined us to share with us what she’s fanatical about: follow-up and the importance of leveraging automation to maximize efficiency, effectiveness and profitability.
She started off by immediately giving away great advice, reminding us that following up without a personal agenda is immensely important. The power of follow up comes when we put the relationship first and come from the place of ‘how can I serve?’
It is evident that Tracy lives by her own advice. Her company name, WT Powers, comes from WAVE TEAM, which stands for We All Value Each other and Together Everyone Achieves More. In her company, and in her life, Tracy pursues her passion, where her two favorite activities are prospecting and training.
She offered great training on the call, starting out with identifying the importance of follow-up. Studies have shown that when it comes to sales:
  • 2% of sales are made on the 1st contact
  • 3% of sales are made on the 2nd contact
  • 5% of sales are made on the 3rd contact
  • 10% of sales are made on the 4th contact
  • 80% of sales are made on the 5th-12th contact!
This becomes even more powerful when combined with these follow-up statistics:
  •  Nearly 50% of salespeople never follow-up
  • Only 10% make 4 or more contacts
90% of all sales are being made by the 10% of sales people who are willing to follow-up consistently!
How many sales have you left on the table because you’re not following up?
Given those statistics, it’s easy to see how improved follow up can improve your sales. Or, as Tracy said, “following up is the difference that makes the difference.”
The reality is, it’s probably not news to you that follow-up is important. So what are the challenges most people face with follow-up and how can those challenges be overcome? Tracy offered some great insight here.
There are 4 main challenges with follow-up:
1.      Don’t understand it’s importance
2.      Afraid of follow-up
3.      Disorganized – lack of system
4.      Not making the time – “too busy”
So how do you overcome these challenges?
  1. If you don’t understand the importance of follow-up, read the statistics again
  2. If you’re afraid of follow-up, remember the purpose of follow-up is to serve. Simply offer to help.
  3. If disorganization is your downfall with follow-up, then put systems in place to help you get organized.
  4. If you’re “too busy” for follow-up, then you’re not allocating time effectively. Make sure to make a schedule and learn how to delegate tasks, too.
For more information, tune up your follow-up at www.RealHelpfulTools.com. And check out what we’re doing to leverage the power of the internet with our follow-up efforts at www.FirstClassFollowUp.com.