Follow,And,Turn,Prospects,Into marketing Follow Up And Turn Prospects Into Clients
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Follow Up And Turn Prospects Into ClientsCopyright (c) 2002 by Angela Booth How long does it take to get a client? First, the client has tobecome aware that we exist, and then that we can solve hisproblems with our products or services. That growth of awarenessis a slow process. It takes time.Let's say you've just sent out a batch of 200 letters,introducing yourself to businesses in your state. You wait, happily anticipating at least a few phone calls.Nothing.You must follow up on the 200 letters you sent out. They weresimply an introduction. If someone tells me they sent out 200 letters, I know they shouldhave managed to collect from two to five new clients from theexercise. No excuses. Marketing is a numbers game, and worst casescenario, if you send out 200 letters, and follow up diligently,you will get at least two new clients.Where most businesses let themselves down is in the following upprocess. They either don't follow up at all, or they follow up ina hit or miss fashion. They fail to even attempt to build arelationship with prospective clients. It's amazing that some ofthese businesses survive at all.I'm as guilty of this as everyone else. I get busy too, and letfollow-up activities slip. However, if I send out a new mailing,I make a real effort to follow the process through, because Iknow if I don't, I've just wasted the time and the postage ittook to make that mailing.=> How to follow upHere's how to follow up:1. Have a marketing goal for each month. For example, mymarketing goal this month is to get five new clients, and followup with clients I haven't heard from for a year. It's importantto have this kind of over-arching marketing goal each month,because it helps you to gain perspective. Each mailing, eachphone call and each e-mail message isn't as important as theoverall picture, the amount of persistent marketing you do eachday, week, and month.2. The process begins. You send out your mailing of 200 letters.3. A week later, follow up with phone calls. Making all thecalls, including getting back to the people who didn't answer thephone because they were in a meeting, on vacation, or whateverwill take you another week.4. Send out material to those who requested it.5. A week later, follow up with the people you sent material to.6. A month after the initial mailing, send another mailing toeveryone from the original 200 who expressed any interest at all,no matter how slight that interest was.7. A month after that, send out another mailing, or make phonecalls to ALL the prospects who were interested from the firstmailing. This means that you've contacted the responsives fromthe 200 you sent the original mailing to at least THREE times.8. Six months after the first mailing (it's now three monthssince they heard from you) follow up with another mailing.9. Three months later, follow up again.How many clients will you get from that original mailing of 200?My guess, over 12 months, you'll get at least TEN. Twenty wouldbe excellent. (Remember that from two to five is the very leastyou'll get.)Now, let's imagine that over the next two years, each of thoseten clients spends $500 with you. Conservatively, that's $5000from one mailing to 200 prospects.It's also $5000 you won't earn unless you work on buildingrelationships by following up with your prospects. So when yousend a mailing, remember that you need to follow-up. That's wherethe money is. ***Resource box: if using, please include*** When your words sound good, you sound good. Author and copywriterAngela Booth crafts words for your business --- words to sell,educate or persuade. Free ezines: http://www.digital-e.biz/### ___ Article Tags: Turn Prospects Into, Turn Prospects, Prospects Into, Later Follow
Follow,And,Turn,Prospects,Into