Every successful business has a follow-up routine. When a call comes in, what do you do? What systems do you have in place for turning leads into paying customers? What about after they place an order? How do you handle your prospect’s inquiries? The success of your business lies within the execution and quality of this activity.
If you learn nothing else from reading this article, do know that being consistent at follow-up does several things: It shows that you are genuinely interested in your prospect’s business, it shows great customer service and it helps you keep top of mind awareness when they are ready to buy.
Design Your Routine
Outline a 7-10 step process that you will do every time you receive a new lead for your product or service. This could be anything from a number of emails to phone calls, followed by a series of mailed letters and postcards. Whatever you decide, make sure you EXECUTE it every time.
No Excuses, Follow it Faithfully, EVERY TIME
If you ALWAYS do this, your prospects will buy from you and they will buy more often as long as you keep in touch. They will even refer you to their colleagues because of the great service you provide. If you don’t keep top of mind, when it comes time to make a purchase, they will buy from your competitor instead of you.
People Fail, But Systems Prevail
To paraphrase one of my favourite authors, “motivation is like taking a shower, it doesn’t last.” The fact that you know following a simple system every time you get a new lead for your business will bring more income, 90% of people reading this article will not do it.
If this is you, did you know there are software services you can purchase that will follow-up with your prospects automatically?
Use an autoresponder to automate this activity with your leads 100% of the time, whether you’re working or not. I highly recommend Aweber’s services. At the time of this writing, you can get your first month for just a dollar.
On the first phone conversation with every new lead, always ask the most important follow-up question: “How did you find out about this offer?” This does two things for you. It tells you how your prospects are learning about the products and services you are promoting and it gives insight to which offers you should continue promoting; and which ones need some work.