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Following
up with leads is more than just a
process – it's an art. In order to
be effective, you need to design a
follow up system, and stick to it,
EVERY DAY! If you don't follow up
with your prospects consistently,
INDIVIDUALLY, and in a timely
fashion, then you might as well
forget the whole follow up process.
Following up with
each lead individually, multiple times, but at
set intervals, and with pre-written messages,
will dramatically
increase sales! Others who use this same
technique confirm that they have all at least
doubled the sales of various products! In order
to set this system up, though, you need to do
some planning.
Synergistic Selling:
3 Strategies
First, you'll need
to develop your follow up messages. If you've
been
marketing on the Internet
for any length of time, then you should
already have a first informative letter. Your
second letter marks the beginning of the follow
up process, and should go into
more detail than the first letter.
Fill this letter with details that you didn't
have the space to add to the first letter.
Stress the BENEFITS of your products or
services!
Your next 2-3
follow up messages should be rather short.
Include lists of the
benefits and potential uses of your
products and services. Write each letter so that
your prospects can skim the contents, and still
see the full force of your message.
The next couple of
follow up messages should create a sense of
urgency in your prospect's mind. Make a special
offer, giving him a reason to order NOW instead
of waiting any longer. After reading these
follow up messages, your prospect should want to
order immediately!
Phrase
each of your final 1 or 2 follow up messages in
the form of a
question.
Ask your prospect why he hasn't yet placed an
order? Try to get him to actually respond. Ask
if the price is to high, the product isn't the
right color or doesn't have the right features,
or if he is looking for something else entirely.
(By this time, it's unlikely that this person
will order from you. However, his
feedback can
help you modify your follow up letters or
products, so that other prospects will
order from you.)
The
timing of
your follow up letters is just as important as
their content. You don't want one prospect to
receive a follow up the day after he gets your
initial informative letter, while another
prospect waits weeks for a follow up!
Always send an
initial, informative letter as soon as it is
requested, and send the first follow up 24 hours
afterwards. You want your hot prospects to have
information quickly, so that they can make
informed buying decisions!
Send the next 2-3
follow up messages between 1 and 3 days apart.
Your prospect is still hot, and is probably
still shopping around! Tell him about the
benefits of your products and services,
as opposed to your competitors'. You will
make the sale!
Send the final
follow up messages later on. You certainly don't
want to annoy your prospect! Make sure that
these last letters are at least 4 days apart.
Following up
effectively seems complicated, but it doesn't
have to be! So many potential customers are lost
because of poor follow up – don't you want to be
one of the few to get it right?
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