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About six months ago
I sent you
the "7 secrets To
Follow-up Mastery".
I hope you have
found that valuable.
However,
I thought I would
share with you
feedback from the
various questions
I received
over the last six
months, related to
"Follow-up" and the
"Sales Process" in
general.
Actually, some of
the questions
related to
follow-up, go back
to an 'Old Concept"
of "Sales", which is
"We have to
"Close the Deal", as
soon as possible,
because we won't get
another chance"....
Up until
perhaps, 10 years
ago this is how
"Sales People", were
taught. High
Pressure, sales
techniques, that may
have had a higher
chance of selling
the first time, but
it did nothing for
developing "Trust",
and a long term
"Relationship."
Even with the
On-Line Businesses,
the communications
and sales process is
by and large, a "One
Shot Deal".
Hoping to get a sale
here and a sale
there... I
call this a
"Revolving Door
Sales and Marketing
Strategy"
With That background
on to the questions
and answers:
What is the REAL
purpose of
follow-up?
Not everybody is
ready to purchase
your products or
services right now.
This is the number
one reason for
continuing to
follow-up. Sales and
Marketing is 'Long
Term. The fact that
they don't buy right
away doesn't
mean they won't
eventually.
Follow-up
keeps your name in
front of your
contacts until they
are ready to buy.
"People buy,
when they are ready
to buy... it
is our job to be
there when they
decide to buy."
When should my first
follow-up message go
out?
Immediately. If you
obtained a lead from
your website, make
sure they instantly
receive an email
from you. If you
purchase your leads,
get in touch with
them right away. If
you spoke to a
prospect in person
or on the phone,
send them a
follow-up message.
Don't give them time
to forget about you.
Start building that
relationship right
now.
I
was once, told that
90% of doing
business is 'Just
Showing Up."
There is a lot of
truth in that.
Showing up, is
another way of
saying
"Following-up."
How frequently
should I follow up
with my contacts?
When first marketing
to a lead or
customer, it's all
right to send them
several sequential
emails. Remember,
the average person
needs to hear your
message seven times
before they buy.
Follow up regularly
during the first
year of contact.
After that you can
include them in a
less frequent
campaign.
The operative words
in this statement
are the words "Seven
Times". You
may have heard that
a "Revolving Door
Sales and Marketing
Strategy" cost seven
times more than a
"Loyalty Ladder
business", this is
the reason. Over 80%
stop contact after
three times.
How long should I
continue to follow
up? Follow up should continue indefinitely.
If you have a system
in place, this
should be a simple
task. It never hurts
to stay in touch.
After all, you can
never guess when a
prospect will be
ready to buy.
If you take the time
to consistently
follow up with ALL
your prospects and
customers, you will
be adding hundreds,
even thousands of
dollars to your
bottom line.
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