Have you ever heard the adage: Fortune is in the Follow-Up?
This expression is more true than anyone realizes. Taking the time to follow up with leads is an investment in the success of your business, and, therefore, this is essential to the fortune of your business.
Make sure your follow-up includes the following:
Personalized Follow-Up process for Highly-Qualified Leads
Building a relationship with a highly-qualified lead–someone who has shown a level of interest and meets some qualification of the leads who have converted to sales–is a must.
Personalizing your follow-up with your highly-qualified leads only increases the chance that they will purchase your product and service. Engage these leads with something extra–a video illustrating the value of your products and services, an additional service, or special promotion.
This not only helps convert to sales but also establishes a positive relationship that generates loyalty after the sale.
Automated Nurturing Sequences For Leads Not Ready for Enrollment
This is the nature of business: Some leads will come in warm and ready to commit while others take a bit more time feel they’re ready to commit.
Your follow-up needs to account for this. Creating automated sequences that nurture reluctant leads is a valuable part of your marketing campaign to establish trust and helps these leads see the value of your brand. In this part of your campaign, be sure your messaging explicitly communicates that you understand their challenges and how your products and services will help solve these challenges.
A Process to Capture Off-Funnel Traffic for Enrollment Conversations
If you’re in a position where you’re interacting with leads (such as a podcast or an in-person event) be sure you have a quick, easy process to capture these potential clients.
For example, if you’re doing a podcast or if you’re meeting leads at in-person events, you’ll want to create an easy, quick opt-in that they can complete within a minute or so. Then, you can follow-up with them soon after they’ve opted in creating a streamlined process that helps you capture all leads.
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