How Organized Is Your Follow Up Process?

5 Big transactions diligently followed up on and concluded can mean more to you than 500 opportunities that you have no time nor process to follow up on.

My name is Xavier Effiong and I am the Chief Listening Officer at

We help shop owners with expensive rent achieve rent freedom using our Rent-Free Selling System.

I hold a B.A (1st Class) from the University of Uyo and a B.Phil (1st Class) from Pontifical Urban University in Rome.

I have more than 19 years of experience in sales and marketing and until December 2021, was Northern Regional Manager with Futureview Financial Services Ltd.

I have sold more than N100billion worth of products, services and deals to customers whose relationships were started online.

You will discover that most people fail online because instead of focusing on building relationships first, they focus on making a sale on the first contact.

I still remember my first sales job. It was the first day after a week-long sales training. I was on fire to meet my target and that of my team.

My instructor had told us that sales is a numbers game. So we went out and tried to knock on at least 50 doors every day, Monday to Saturday. We did it for 90 days and we sold nothing.

Then my manager did appraisal and was worried about why my hard work was not yielding results. I had made nearly 4,000 contacts and sold nothing.

Then I started reading a lot of books, and along the way I started taking paid courses and that is when I discovered that sales is not just a numbers game. It’s a human game first.

It was Grant Cardone who taught us that only 2% of all sales are made on the first contact while 80% of all sales are made between the 5th and the 12th contact. So, I went out for follow up.

Of the first 300 doors I knocked, 187 looked at me and said “your face looks familiar!”

You mean they’ve forgotten me? Yes! They have! Then I started doing follow up calls more and more until my employer started saying I’m firm because, at the beginning of each year, I would pencil down just a few big targets and gave myself a target to contact them every week until we close the transaction.

Then I discovered digital marketing and I have spent the last 3 years, Mondays to Saturdays, 8am to 9pm every single day, no holidays, no vacations to figure this thing out. You can ask the security men in my office complex if this is true.

I have spent more than N14million in Ads, software, platforms and courses plus a lot of failures and testings to bring you what I’m about to tell you. You can go through my bank statements – both in naira and in U.S dollars, to see if this is true.

I’ve been banned from every platform you can imagine and I have gotten into trouble with a lot of people during the testing or “trial and error.”

After figuring out this system, it has helped me close more than N100billion in deal origination, structuring, distribution or product sales. It has also helped my clients make more sales at least and sometimes take their business to the next level.


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