Today I’d like to talk about something that is very close to my heart that has zero to do with actual marketing but EVERYTHING about getting you more ROI from your marketing spend.
If done relentlessly, it will hugely grow your income.
Let’s look at an example. In the past 4 weeks alone I have sent enquiries to the following:
- Various personal trainers (£300 per month for a minimum of 6 months = £1800 deal)
- Photographers (£2k to £4k package)
- Private Tuition for my son (£5k per year)
- Business mastermind ($50k to $100k per year)
On each occasion I duly filled in their form and gave both my telephone number and email address.
I WAITED, AND WAITED
Instead – I waited between 24 and 72 hours depending on the provider, and then received an email response (from the majority – from one I didn’t even get this).
NOT ONE of them followed up with me by telephone – despite me giving the telephone number.
By the time I had received the response – I was no longer in the same “place” as when I had sent the original enquiry, or I was busy at the time so took a day or two to respond (in some cases I didn’t).
Now as many of you know I am ALL for having appropriate application channels for coaches and consultants, and asking people to book in an appointment.
If I had been asked to do this – I would have gladly done so.
My point is this – how much of their marketing spend are they wasting by NOT following up on enquiries?
BE RELENTLESS WITH YOUR FOLLOW UP
When I started my Internet Marketing Agency back in 2008 – I was relentless with follow up and taught my team the same.
Every single enquiry was contacted multiple times by telephone and email. If a prospect was not yet ready to buy, I made time every week to follow up with them.
This led me to a near 100% conversion rate on EVERY single enquiry.
If they didn’t want to buy the first thing – I sold them something different.
I was RELENTLESS with my follow up.
And I am AMAZED more business owners are not the same.
How much money are they wasting?
How much are they leaving on the table?
Due to a simple failure to follow up with every single lead relentlessly?
Oh – so maybe your excuse is they’ve not provided a phone number?
Look them up and FIND ONE.
You’ve already spoken to them by phone and don’t want to call too often?
I get it – use a different method of follow up instead (or ideally AS WELL AS) ….
“STALK ” THEM ON SOCIAL MEDIA
Find them on Social Media and connect with them there.
I followed my prospects on LinkedIn, Twitter, Facebook (both their business page and their profile) and I made sure I stayed TOP of mind at all times.
I liked their posts, retweeted their posts, and stayed in contact continuously for MONTHS and sometimes YEARS until they were ready to buy.
To follow up with your prospects costs you NOTHING.
It also shows your prospect you REALLY want their business!
Let me talk you through how I make this work in practice.
I have a commitment to follow up with at least six past clients and prospects every single day. I may find out how they are, how their business is going, and I may occasionally give them details of a current program or offer I am running if I think it will resonate for them.
CUT DOWN CANCELLATIONS AND NO-SHOWS
Following up by telephone and connecting on social media also has added benefits! It can prevent no shows and cancellations.
How many of you have ever cancelled an appointment or commitment by email? Because it was easy to do so?
How many of you would have cancelled if you had built a RELATIONSHIP with that person instead?
All you need to do is CONNECT.
So now it’s your turn.
What can you change and implement right NOW about your follow up procedures today?
Now it’s your turn!
Need my help to get this working in YOUR business?
I offer a variety of coaching packages, programs and Done For You services, so simply Book in a call today and let’s chat!