If you worked in direct sales for any length of time at all, you've heard that phrase and it's probably the truest statement you'll ever hear. Your direct sales business will succeed or fail based on how well you use your direct sales training to follow up with booking, recruiting, and sales leads. 
 
Now, I'm a systems girl (meaning that having an organized system wherever possible keeps me happy). Much of what I teach in my direct sales training has to do with simple direct sales tools or systems for running your direct sales business. Follow up is no exception. I've identified three basic direct sales tools you can use to ensure that you always follow up when you say you're going to.
 
Here are the three direct sales tools I've identified:
  1. The Index Card System – This is the most simple to use. You simply purchase an expandable folder numbered 1-31 and a stack of 3×5 index cards. When you tell someone you'll follow up with them, you take out an index card, add all of their contact information and what you're following up about, and then drop that card behind the numerical slot that corresponds with the date you plan to follow up. Then just keep notes regarding the outcome (did you leave a message or talk with them? What did you talk about?) and then decide when you'll follow up next and re-file the card under that corresponding number. It's simple, doesn’t require any training,  but it’s an effective direct sales business system.
     
  2. The Calendar System – This is probably the most common of the three. It's simply a paper calendar (I liked the "Week-At-a-Glance" calendars). When you tell someone you'll follow up, you simply flip to the date of the call and make a reminder note. Since space is limited, most people keep contact information and notes in a separate section of the calendar or daytimer. Again, no real training needed for this system.
     
  3. The Electronic System – This is the newest and (in my opinion) most secure and foolproof system for your direct sales business. You can use Outlook or Google or any other electronic system to track contacts, place reminder flags, and follow up when reminded. Generally you're able to keep your notes within the electronic contact file as well. The best thing about an electronic system, in my opinion, is the ability to back it up to a smart phone (having lost my At-A-Glance paper calendar once in college, I really appreciate this feature).

    If you're still using one of the first two systems, it will be a bit of a learning curve to switch over to an electronic system, but with a little training I really think it's worth the effort and time.

Whichever of these three direct sales tools you choose, the key is to make sure you're consistent with it and that it fits into your lifestyle. Bottom line: any direct sales business follow up system is only as good as the information you put into it and take out of it.
What about you? Do you have a different system or a better variation on one of mine for your direct sales business?

 

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Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.