Training

90-Day Action Plan

Step 5 - Phone your WMLs that you have sent a card to and give them a Gift Account Walkthrough (GAW)

Now that you’ve warmed up your WML, ten people at a time, it’s time to follow up with them. This is a critical step that you really should not skip. What you’ll find is that nothing will really start happening until you begin to talk to people. After having spoken with dozens of successful SendOutCards representatives, each one has mentioned that they never really experienced momentum until they began to follow up with the people to whom they sent cards or called to put on a gift account.

If you’ve warmed your WML up properly using SendOutCards, then they should be expecting your phone call. It should not be a surprise to them. You’ll want to do your follow-up by telephone in blocks of time. If you’ve never done much phone calling, you might be a bit apprehensive, but after a few calls, you won’t have any problem calling people.

Always be respectful and ask if its a good time to talk to your contact. If it’s not, try to set an appointment to walk them through the system. Schedule your appointments in thirty to forty minute increments. This will give you plenty of time to walk someone through the system and answer any of their questions.

Please don’t underestimate the importance of this step. Many of the people that you sent cards to really do want to know about SendOutCards but are just busy. If you don’t pick up the phone and give them a call, they will never respond. It’s not because they don’t want to know or are not interested, it’s simply because they have a thousand things going on, just like you do. A telephone call is perhaps the only way to grab a moment of their time.

Note: David Frey received five cards from a person who never called him. Another person sent him one card and picked up the phone and called him and signed him up within forty-five seconds. The moral of the story is that it pays to pick up the phone and follow up with people. Refer to Chapter two for details on how to do a Gift Account Walkthrough.

When you’re done with this step, update your Contact Follow-Up Sheet.