A lot goes into making a sale.
Prospecting, attracting, networking, negotiating, closing... it all takes time (and money).
And after all that effort, not all leads will even turn into a sale.
That’s just part of doing business. You can’t kick a goal every single time.
But here’s where most small business owners shoot themselves in the foot at this point.
They have no follow up system for leads that are a good fit, but aren’t ready to buy... YET. So their lead trots off into the sunset, never to be seen or heard from again.
No more calls, no more touch points. No more reminders of why they should buy from you. All that effort. Wasted.
At The Game Changers, we’ve signed clients a full year after our first discussion.
They weren’t ready when we first talked, but thanks to our follow ups, we stayed front-of-mind and built that extra bit of trust that we actually give a sh*t about them.
So here’s a few ideas to incorporate into a follow-up strategy that can resurrect ‘dead’ sales (and guide your existing leads to become clients):
Email nurturing. Keep in touch with regular emails giving extra value. We’ve just moved to emailing our entire list twice a week because it works so well. Don’t have the time to write them? Outsource to a copywriter.
Personal check-ins. Have your sales rep personally text, call, FB message or email semi-regularly to see how your prospect is going. Use a CRM to manage this (we use Active Campaign).
Call schedule. Have a documented process where follow-up calls are made – on
average we call interested leads up to 30 times before closing their file.
Social media. Re-target people on your database with Ads designed to engage them with your business and offer.
All of these ‘little’ things count.
Even if you only incorporate ONE of the ideas I’ve mentioned here, it could save you thousands of dollars in lost sales.
If you believe in your service or product, and you know it will make a positive difference in your prospects’ lives, it’s your responsibility to follow them up.