Did you know that 80% of all sales are made after the 5th contact?
The biggest mistake we make is not following up with our clients regularly. We not only lose the chance to offer other services and products, we lose the chance for satisfied clients' referrals.
Building your practice needs consistent bi-monthly follow-ups.
If you think this takes too much time, follow my lead and delegate some of it where you will spend only 6-8 hours a week. Remember, only marketing and promotion builds income and business, the rest are expenses.
Here's the top ten ways:
1. Keep track of every one who contacts you, in person or by email about coaching or other service.
Treat email addresses like gold. These are already qualified, targeted future clients. Copy and paste their email note, date, and question into Textpad or notepad under the name "potential clients." Print it out and keep in a hard file named the same.
2. Don't throw away email addresses.
When someone connects with you, copy and paste their address into your computer folder called "eLists." Place the address where you think it belongs. Name one file "potential clients." If they are past clients, create another list and call it "past clients." If present clients, make a file for them too. Categorized into groups, you can personalize your note to each one. Every month you'll want contact one of these groups and offer them something special.
3. Keep track of your ezine subscribers' emails separately.
While you may use a company to send out your ezine, you may also want to have that list handy in your own office. My assistant uses www.textpad.com shareware program to manage all of my different email lists. Since I only send out my ezine on book coaching and business tip monthly, I follow up in between with a thank you or special offer. It takes less than 3 minutes to send out through text pad.
4. Choose the appropriate follow up message for each group.
For your monthly ezine, you may want to send out a mini "marketing survey." You ask 4-8 questions. For any who takes the time to respond, you offer them a fre.e eBook or report. In one follow up I asked, "What are the 3 top questions you want answered about writing and publishing a book?" My subscribers knew I was thinking about them and appreciated it by signing up for the follow up small cost book coaching marathon teleclass.
People love fre.ebies, so when your follow up offers a fre.e tip or question and answer, your potential clients will see your value.
5. Leverage big results from just a little effort.
Don't waste any information that helps you promote. After you get responses to your mini survey, use them again and again. After you answer the questions, keep them in a folder called Q and A. Create a new web site link and post them as new content for your hungry web site visitors.
When other professionals ask me for an interview for their ezines and sites, I get them via email, answer them and get promoted by others through their ezines and Web sites.
At the same time, I divide these interviews into articles under 1000 words and submit them to opt-in ezines looking for free content.
From just one ezine interview, several high power professionals called me to order books first, then to become business clients.
Don't think you are bothering your contacts. If they don't want your news, they can opt-out. Thank you's and free gifts keep your name in front of your buyers. It tells them you appreciate them and let's them know what new things you can offer them. Follow up is good business.
Part two of this article is available at www.bookcoaching.com/freearticles/
article-130.shtml.
Judy Cullins, 20-year book and Internet Marketing Coach, Author of 10 eBooks including "Write your eBook Fast," and "How to Market your Business on the Internet," she offers free help through her 2 monthly ezines, The Book Coach Says...and Business Tip of the Month at http://www.bookcoaching.com/opt-in.shtml and over 140 free articles. Email her at mailto:Judy@bookcoaching.com
Increase Company ProductivityAfter years of hard work, finally your business... Read More
Businesses, which are still sitting on sidelines and not doing... Read More
There are many tools available to a webmaster to analyse... Read More
The chief criteria for judging an ecommerce shopping cart are... Read More
There are many ways to make money online and the... Read More
It is often assumed if you want to accept credit... Read More
Inherent (or Business) RiskInherent Risk is the risk that exists... Read More
This may not be a popular view, but I think... Read More
Building BridgesI have often used the analogy of building a... Read More
Just because you've built your e-commerce website doesn't mean the... Read More
Let me share with you a secret that most marketing... Read More
Pakistan with highest growth rates in 1960s and bad politics... Read More
One sure-fire way to loosing out big time on your... Read More
The European market is a multi-billion $ sector which you... Read More
In addition to Google's Froogle shopping service (still in beta),... Read More
I have written at length about the need to anticipate... Read More
Summer must be when many work at home Mom start... Read More
Three years ago I was doing some work for a... Read More
If you're a writer, researcher, subject matter expert, enthusiastic hobbyist,... Read More
Do you have any product that has not been moving... Read More
One bright spot on the economic horizons around the world... Read More
This article will explain in depth the steps needed to... Read More
While getting less public handwringing than during holiday season, the... Read More
"Your home page is the world's introduction to you and... Read More
What is the Internet?In order to provide a discussion on... Read More
If you want to sell on the internet, your need... Read More
There are so many metrics surrounding direct marketing. So many... Read More
Selecting the right emarketplaceAlthough, IT spending has been staying flat... Read More
Having a successful member only, paid membership site is one... Read More
Ten great tips to turn online holiday shoppers into eager... Read More
Deciding when to get your own merchant account for internet... Read More
A beginner's guide to setting up a successful online store... Read More
The Internet is the fastest growing source of mail order... Read More
Shopping online has become more and more popular in America... Read More
Maria's new lifestyle: Short story about the benefits shopping on... Read More
A beginner's guide to setting up a successful online store... Read More
Knowledge Management for beginnersKnowledge Management (KM) can be defined simply... Read More
This is a short article because in the constraints of... Read More
The 21st century has introduced the world to a new... Read More
Do you sell something online? Do you have a business... Read More
Congratulations! You created an impulse in a customer to buy... Read More
Inherent (or Business) RiskInherent Risk is the risk that exists... Read More
First off, you need to know what an ecommerce solution... Read More
1. You didn't follow up after the first sale. After... Read More
How four partners build and manage an exclusive art posters... Read More
Only a few manage to sell everything under the sun... Read More
Ten great tips to turn online holiday shoppers into eager... Read More
If you have little or no capital but you want... Read More
Last time, we started to take a look at the... Read More
If you have been wrestling with the idea of applying... Read More
Much of my consulting work comprises writing 'Outside Opinion' reports... Read More
Your stock is tempting, your prices right - your ecommerce... Read More
In spite of the increasing attention on how the Internet... Read More
BENEFITS OF A DATABASEBy maintaining your list as a database,... Read More
When I first got my web site built, I thought... Read More
Over the past several years, the Internet has emerged as... Read More
1. Combine a few of your articles into a free... Read More
Maybe no business requiring little or no capital pays as... Read More
Internet now days became a real marketplace and many many... Read More
Most people who get into business know what's involved. They... Read More
Data from China Internet Network Information Center (CNNIC) shows that... Read More
The development and expansion of the Internet has made business... Read More
In the last column we discussed the process of credit... Read More
Did you know that one of the best ways to... Read More
Your site visitors make all the choices when it comes... Read More
You're excited. You have a great idea for a profitable... Read More
E-commerce |