Let's Talk Flowers Business!
Christi Lopez & Anahit Hakobyan
Christi and I absolutely love business talks. Something that doesn't happen as often as it should in floral industry.
We are here to help by sharing our combined 40+ years of business knowledge and experience with you every Monday on Viva La Flora Live Podcast and every Wednesday on Clubhouse.
Fortune Is In The Follow-up!
I guarantee you are losing money if you are not following-up after every consultation (or purchase for that matter). So here’s 10 points that I want to bring up about following-up:
#1 Consistent follow-up puts you ahead with winning the sale.
Detaching from the “when of the sale” & knowing when to sell.
44% of business owners don’t up on follow-up after the 1st meeting.
#2 Marketing requires consistent communication
Great results don’t come after one interaction.
And, after their first purchase with you, staying consistent between purchases will keep you top-of-mind.
#3 Never leave a meeting w/o agreeing about your next steps.
Not every meeting is a sale but agree on what the next step is. It takes time to make the sale, even if you meet for a small offer. When they walk out of your office, close the Zoom call, or end the call, make sure both parties are really clear about the next step.
People love to do what they say they will do…That also means you need to do what you say you are going to do. If you tell them you’ll get the proposal/quote within 48 hours, then make sure you do it!
#4 Asking them, “What’s the best way of keeping in touch with you?”
Or “What’s the most important way to get in touch with you?”
Whatever they go for, take one step further... “I’m guessing you get a lot of email like I do, is there a better way or even a day to get in touch with you?”
If you get a verbal commitment of how to communicate with you, your chances of getting an agreement goes up 10-fold.
#5 The fastest way to lose the sale: Life happens...a week goes by and we forgot to follow-up.
Have a follow-up sequence following all meetings.
Add your prospect into that sequence immediately after the consultation.
- 1st - Thank you and recap
- 2nd- Let them know when you will follow-up in ____ days time.
- 3rd-Make sure you follow-up and mention something personal that you connected with during the consultation conversation. i.e. pets or foods you love or anything that you discussed on a personal level. This will help you to stay on top of those leads and show the professionalism and genuine connection.
The more sophisticated your system is, the better retention you will have.
#6 Depending on the offer, most people don’t buy right away.
In some situations it depends on timing. You never know what’s going on with them.
Also, if you have a strong brand/following that will mean that they will be quicker to respond to you.
#7 Know the best time to follow-up with clients.
-Wednesday is the best day between 2-4 p.m.
-Thursdays are the next best day between 2-4 p.m.
-Sometimes Fridays (between 10-2), people are more relaxed and ready for the weekend.
I’ve landed more sales on a Friday by following-up with them. It’s not an ideal time for you, but it is for them.
#8 Our brain processes rejection the same way as pain.
If we think we are going to get rejected, our brain starts to think it’s going to experience pain.
If we question whether they are going to buy, then our brain stops us from follow-up so we don’t have to experience pain.
You have to push through it. It physically thinks you are going to get harmed. Tell your brain that you are not in danger. Over time it won’t associate follow-up with rejection.
What would you do if you know you couldn’t fail? We have to push through it!
#9 Know when to walk away.
50% of sales requires following-up.
Your client needs to engage with you on an average of 5-7 times. Don’t give up especially if you see your prospect has engaged with your correspondence.
BUT, walk away when:
- you know they don’t have a desire to work with you
- boundaries are crossed
- what they want will compromise your integrity.
#10 Do stay persistently friendly and nice.
When following up via email, keep it short and to the point.
Do provide value; offer something relevant.
DON’T MAKE THEM FEEL BAD IF THE ANSWER IS A “NO”. They may come back…
REMEMBER! The fortune is in the follow-up!!!
We welcome you all to join us for the "afterparty" at the Clubhouse every Wednesday at 4pm EST to have a discussions around the topics we discuss on the show and all things business.
If you would like an invitation to Clubhouse, please reach out to Anahit or Christi in Instagram DM. We both are happy to have you join us (note it is available only for Apple users at the moment).
We want to see you succeed in your business!
Let's stay connected @vivalafloralive
Thank You for Listening!
Don't forget to leave us a review, we truly appreciate your feedback and support!!! ~Anahit
SPONSORS
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Floral Success Institute
Viva La Flora Designs
Meet Christi
After a successful career of 30+ years the floral industry, I realized I had a knack for marketing, selling and creating profit in multiple businesses.
Everybody needs a “go to” person to count on. Someone who is resourceful, shrewd & seasoned. Someone who is a game changer with a legacy of credentials & success.
I want to be that person for you! With a listening ear & a wise heart, I'm a problem-solver and puzzle-lover.
With my deep roots and strong influence in the floral & event industry, I understand what it takes to overcome the challenges of today’s marketplace. I want to bring you an enlightened approach and knowledge that it takes to be successful with today’s consumer.
I'm a lifelong entrepreneur with a foundation of family legacy and creative fire in my heart. Humble beginnings in a basement became the eventual success of Bergerons (with retail and event design), a location in the historic Mayflower Hotel in Washington DC, AIFD and EMC accreditation.
Currently, besides running the Floral Business Academy, I am a partner of the well-respected international EMC program focusing on training others in the floral industry to be conscious creatives.
Meet Anahit
My story began in Armenia where I graduated Dental School before relocating to the United States. Amazingly, it was dentistry that led me to flowers…long story, maybe for another day. It was love at first touch! I’ve always been drawn to art and architecture, loved to draw and create things with my own hands. Flowers not only gave me the creative outlet that allowed me to explore art in a new way, but also ability to touch many people’s lives by sharing my floral creations with them during their most important life moments.
Soon after discovering my new found passion, I started my business, Viva La Flora Designs. Almost immediately began competing in floral competitions and collected numerous awards and accolades for my unique designs, attention to detail and meticulous mechanics. In 2018 I completed the highly coveted European Master Certification program in Belgium. At the same time I was also perusing and completing the internationally recognized Certified Floral Designer title with American Institute of Floral Designers. I believe I’m the only crazy person to complete these two prestigious courses simultaneously.
I love business as much as I love design. I’m pretty sure managing a multi-million dollar dental practice and dental assisting school has something to do with that. It is my passion for the industry and wish for every floral designer to be profitable in their business that led me to start “Viva La Flora Live” podcast and “411 Floral” informational platform, followed by “Floral Success Institute” mastermind.
While accomplishing multiple certificates, titles and awards, starting my podcast, without a doubt, has become the passion project that I love the most! This is my way of giving back to floral community by sharing insights through industry leaders, through their stories, helpful tips and tricks.
As I sit here to write by bio, I realize that I’ve accomplished a quite a few things. However my journey has only just begun. After all, having just learned how to snowboard at age 40, I can’t stop there . There is so much more to be discovered. I will forever be hungry for good education and always happy to share what I’ve learned with the world!
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