Hey friends, it's Ellen, welcome back to Cubicle to CEO, the podcast where we ask successful founders the business questions you can't google. This week on the pod, we had our guest, Dielle Charon, break down her framework for how she gets 100% conversion rates on her sales calls, which is absolutely mind blowing. Definitely give that episode a listen if you haven't yet. So continuing with that conversion theme, I thought I would share one of my favorite conversion tips. This one isn't necessarily specific to sales calls. But it's about how to close more sales on the follow up. So here's my tip for you.
And this is going to be a short and sweet episode. But I think it's really underutilized. So I hope you guys are able to implement and see immediate results from this. And that is to diversify your follow up channels. So if you're talking with someone, and let's say you've been communicating primarily through email, or through DMS, and that's how you're following up with them, don't be afraid to also branch out and hit them up on a different channel that maybe your main conversation isn't happening in to kind of bring you back to the front of their mind, right. So you're kind of catching their attention in a place where they maybe weren't expecting you to surface. And I think that this pattern, interrupt, if you will, is really great for getting people to remember to come back to your conversation and respond to you.
So what I'm going to do actually is share two real life examples of how we've used this strategy recently, to actually close more sales and grow our revenue in our business. And then I'm also going to share two examples from our community of people who have actually followed up with me using a similar strategy and have gotten my attention. So let's start on our side first.
So one of the first examples that comes to mind is there's an agency we've been working with for a couple months now since the spring. And they're an agency that represents a lot of different brands who are big players in the podcast advertising space. And so one of the clients that we work on together is Shopify, Shopify has been a great sponsor for our show, very supportive. And we love working with this agencies. So in the past, I have reached out to my agency contact and say, hey, you know, we really love working with you, we would love to explore what other brands are on your client roster, that might also be a good fit to sponsor a Cubicle to CEO. And although there was some interest, those conversations never really led anywhere.
Until this past summer, in August, I made an effort to attend Podcast Movement where I knew this agency would be attending. And at this event at this in person event, they had a few representatives from their company, who were speaking on a panel, I attended that panel session. And then at the end, I went up to speak to one of the team members from this agency, I introduced myself told them how much I loved working with their team, and then said, Hey, I would love to schedule a follow up call after this event. And again, same proposal, right, explore what other brands you have on your client roster that we may be a good fit, to support and to work with through our show through our podcast. And this time, because I have that face time with this person, right? It's much more memorable when you obviously are face to face with someone when I came back, and I followed up with an email to schedule that call. Because we had already had that agreement in place in person, she was able to immediately connect me with someone else on our team to get that conversation going.
And you know, through a series of back and forth emails where we were able to share more information about our show and fill out this form and questionnaire and kind of have a follow up call with members of our team where we were able to kind of find the matches between the brands that we think would really do well on our show and have products and services that serve you all our listeners, we were actually able to book two more campaigns, or two more brands, I should say from those conversations. So Babbel and Masterclass who have been on my dream brand list to work with forever. We were able to book those campaigns because of this follow up conversation, right. And again, this is a diversification of that follow up channel. I talked to them in email, and then I talked to them in person, then I came back to email and then we had a phone call. And then, you know, continual email conversations. So that's one big example that comes to mind.
Another example that comes to mind is there was actually another agency that reached out to us who wanted to advertise on our show, and they have this certain brand in mind. And after some back and forth conversations, that one ended up not going through so we didn't actually end up booking that brand for the show. But again, with these agencies, they represent a whole roster of clients right? So just because one brand may not be the perfect fit or at that moment in time, it doesn't mean there aren't other potential great fits. So again, I asked if we could explore other brands that they work with and and see if there's any alignment there. And, you know, I hadn't really heard back after I had sent over some case studies and whatnot.
But then I went to LinkedIn. And I searched other team members who work at that company. And I decided to follow some of their department heads some of their leaders there, and didn't really expect anything about it. I just wanted to kind of keep up with what this agency what this company was working on. So I could see their, you know, their company news, and be able to interact with them on that different platform. And lo and behold, a few weeks later, one of those leaders at this agency actually reached out to me on LinkedIn and said, Hey, I noticed that you started following me a couple of weeks back. And so she sent me an official connect request on LinkedIn. And she was like, and I also noticed that you have this amazing show, I think it would be a really great fit for some of our brands that we work with, would you be interested and having a connect calls so that we can explore what's possible here. And so that was really cool to see that just a simple action, like following someone on a different channel where again, maybe they might not have as much activity, like people's inboxes are always exploding, right.
So thinking about what other channels they might be active onward, their attention isn't so scattered. And just the simple act of following them and showing up and investing in their work made them pay attention to what we were doing and want to reach back out and see how we can continue our work together. So again, simple things, but so so underutilized.
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Now I want to give you two quick examples of people in my community who I want to commend and shout out for doing a great job of diversifying their follow up channels with me. So something to know about me is I really appreciate when people are great about follow up. I often think that people are afraid to follow up because they don't want to be annoying, or they don't want to whatever you know made up story we have in our heads. But in reality, most of the time when you are following up with someone, if it's not a follow up away, I want to backtrack for a second, if you are following up with someone who never indicated any interest in what you have to say right and you are just blindly pitching them and repeatedly following up with them that may not be so fruitful or helpful. But if you've had some sort of connection or interaction or point of I don't know mutual interest at some point, and you are now following up so that you can continue a conversation. I think that follow up piece is really really helpful to busy people who don't mean to ignore you or don't mean to not respond, but it's just so hard to keep track of all of the incoming messages. And it helps me out a lot when someone I'm having an active ongoing conversation with if I accidentally dropped the ball on responding I appreciate when they bumped it back in my inbox, not just once but several times.
But with these two examples, they did a great job of not only following up in the primary communication channel that we were using, but also somewhere else. So for example, the first person I want to shout out Isabelle Sarley, who is an amazing email copywriter, and Isabel and I were talking about email writing services, and she had emailed me a few times and my inbox is just crazy, not gonna lie. So I may have seen it as far as like it being in my inbox but didn't have a chance to open it yet. So I hadn't responded in a bit. And she actually reached out to me on DMS cuz DMS are it's kind of hit or miss sometimes I'm faster to respond in email.
Sometimes in DMS, it really kind of depends on like, what you're reaching out to me about, I think of DMS as a way to quickly respond to something that's kind of like a one off comment, not like a ongoing, very invested conversation where there's a lot of like logistics and planning and whatnot. I would prefer email for that, right? Because I don't want important details to get lost in DM. But for a quick like, riff or one off thought, DMS is great. And so what I loved about what Isabelle did is, Isabelle actually reached out and said, "Hey, what is your preference? I know you're in a really busy season right now, what DMS be a better place for us to chat with that make it easier for you to reply, would it be more convenient for you? I'm happy to do whatever's easiest for you", right? And so I really love that thoughtfulness behind like, asking, what is your preferred communication channel right now? Would it be more helpful if I was reaching out to you here versus an email so that I thought was such a great approach. So I wanted to pull that out as an example. And of course, she got my attention, I was able to quickly resolve a question in DMS. And, you know, we could put our email conversation on pause until I had time to really respond in depth.
Then the second person I wanted to shout out is Natasha Pierre of Shine with Natasha, who you guys all know, she's been on our podcast. She's one of our CEO Collective experts. So you've seen all of her amazing video marketing tips. Throughout this entire year, Natasha is working on something really exciting, and had shared, you know, these new services with me, we were in a conversation and same thing. I think in this scenario, we were actually voxing, that tends to be how we communicate me and Natasha. So like, we vox back and forth. And I think she had followed up on Voxer to schedule a meeting time. And I must not have seen it, I didn't get back to her. And so she actually followed up with me via email instead. So again, diversifying the follow up channel, and she followed up not once, but multiple times, to bump it up to the top of my inbox.
And I feel like that cadence of you know, if you bump up an email, maybe you wait three to five days, you bump it up again, wait three to five days, bump it up again, I really, again think that it is of service to a lot of people more than you realize, again, if that person wants to actually be contacted by you. So if you've already established some form of relationship or some you know, sort of interest in in whatever it is that you guys are discussing, then it's not a bad thing to follow up multiple times. And actually, I will say I've even received that feedback coming from the other side, right, me being the person that's following up multiple times in one channel.
Just today, actually, I followed up with someone and they said, Oh, my gosh, thank you so much for doing this, you know, I'm a busy mom. And it's so easy to forget these things. And so I really appreciate you reminding me to go take this action. Or when I had a call with someone at Bumble the other day, you know, I can only imagine how hectic her inbox gets. And she was like, hey, I really appreciate that you followed up with me multiple times, because the first couple times, my email actually went to some random folder where it was hidden and invisible. And had I not taken those extra times to follow up. It never would have made its way into her main inbox. So you just never know what could happen from a follow up.
There's so much magic in the follow up and diversifying your follow up channels to grab people's attention where they're maybe not expecting to hear from you, again, I think is just one of the most underutilized sales strategies. So I wanted to share it with you all. I hope that's helpful. Again, it's really easy, really simple to implement. If you do try this today or this week or this month, and it works for you if you're able to get a response where you previously heard crickets, please tell me send me a DM @MissEllenYin. Let me know. I love hearing from you guys when you implement what we share on the podcast and you see some sort of result from it. It makes our work so much more meaningful. So please don't ever hesitate to send me a DM @MissEllenYin directly or send my team a DM @cubicletoCEO, we love to celebrate your wins with you. All right, that's all I have for you today. I will catch you all in next Monday's episode.
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