| The likelihood is that Your web business probably | | | | used to write follow up messages using the List |
| gets numerous product queries from potential | | | | Technique, I was writing news bulletins to |
| customers all over the world. Inquiries come via | | | | everyone I knew! I should have been sending a |
| email and your web site, and you aim to send a | | | | personal message to each individual who wanted |
| response to each hot prospect as quickly as you | | | | to know more about my products. |
| can. I’ll explain how you can use an | | | | What follow up method really works? |
| auto-responder service like Aweber to | | | | Following up with each lead individually, multiple |
| dramatically enhance your profits. | | | | times, but at set intervals, and with pre-written |
| These days people want information and they | | | | messages, will dramatically increase profits! Others |
| want it fast! If you can streamline your process | | | | who use this same technique confirm that they |
| for getting them that information, then you | | | | have all at least doubled the sales of various |
| greatly increase the potential for making sales. | | | | products! To set this system up, though, you |
| Of course, this is good common sense, but many | | | | need to do the necessary planning. |
| people ignore this fact at to their detriment. | | | | First, you will need to create your follow up |
| But, after you've delivered that initial bit of | | | | messages. If you've been marketing on the |
| information to your prospect, do you send him | | | | Internet for any length of time, then you should |
| any further emails? | | | | already have this initial informative letter. Your |
| If you are like most web marketers, you don't. | | | | second letter marks the start of the follow up |
| If you don't follow up that initial email with | | | | process, and must go into more detail than the |
| additional information later on, you let a valuable | | | | first letter. Fill this letter with details that you didn't |
| prospect slip from your grasp! This is a potential | | | | have the space to add to the first letter. Stress |
| client who may have been very interested in your | | | | the BENEFITS of your products or services! |
| service, but who lost your contact information, or | | | | Relate those benefits to the customer, making |
| was too busy to make a purchase when the initial | | | | sure you get inside their mind, and understand |
| email reached him. Sometimes, a prospect will | | | | how they think and act. |
| purposely delay making a purchase, just to see if | | | | Your next few follow up messages should be |
| you find him important enough to follow up with | | | | quite short. Include lists of the benefits and |
| later. When he doesn't receive a follow up | | | | potential uses of your products and services. |
| message from you, he will take his business | | | | Write each letter so that your potential |
| elsewhere. | | | | customers can skim the contents, and yet still |
| Are you throwing away money due to | | | | see the full force of your message. |
| inconsistent and ineffective follow up? | | | | The next 2 follow up letters should create a |
| Following up with leads is more than just a | | | | sense of urgency in your prospect's mind. Make a |
| process - it's an art. To be effective, you need to | | | | special offer, giving him a reason to order NOW |
| design a follow up system, and stick to it, EACH | | | | instead of waiting any longer. After reading these |
| AND EVERY DAY! If you don't follow up with | | | | follow up messages, your prospect should want |
| your prospects consistently, INDIVIDUALLY, and | | | | to order immediately! |
| in a timely fashion, then you might as well forget | | | | Try to second-guess what your prospects |
| the whole follow up process. | | | | objections might be to buying the product or |
| Consistent follow up gets results! | | | | service from you. Are they price, feature, |
| When I first started marketing and following up | | | | competitor based objections? Answer those |
| with prospects, I used a follow up method that I | | | | objections in your follow up. |
| now call the "List Technique." I had a large | | | | The timing of your follow up letters is just as |
| database containing the names and e-mail | | | | important as their content. You don't want one |
| addresses of people who had specifically | | | | prospect to receive a follow up the day after he |
| requested information about my products and | | | | gets your initial informative letter, while another |
| services. These prospects had already received | | | | prospect waits weeks for a follow up! |
| my first letter by the time they requested more | | | | Always send an initial, informative letter as soon |
| information, so I used the company's latest news | | | | as it is requested, and send the first follow up 1 |
| as a follow up piece. I would write follow up | | | | day afterwards. You want your hot prospects to |
| newsletters every now and then, and send them, | | | | have information quickly, so that they can make |
| in one mass mailing, to everyone who had | | | | informed buying decisions! Chip away at their |
| previously requested information from me. While | | | | reasons for not buying the product. |
| this probably did help me win a few additional | | | | Send the next 2-3 follow up messages between 1 |
| orders, it wasn't a very good follow up method. | | | | and 3 days apart. Your prospect is still hot, and is |
| Why isn't the "List Technique" very effective? | | | | probably still shopping around! Tell him about the |
| 1. The List Technique isn't consistent. Proponents | | | | benefits of your products and services, as |
| of the List Technique tend to only send out follow | | | | opposed to your competitors'. You will make the |
| up messages when their companies have "big | | | | sale! |
| news". | | | | Send the final follow up messages later on. You |
| 2. List Technique messages don't give the | | | | certainly don't want to annoy your prospect! Make |
| potential customer any additional information | | | | sure that these last letters are at least 4-5 days |
| about the product or service in question. He can't | | | | apart. |
| make a more informed buying decision after | | | | Following up effectively seems complicated, but it |
| receiving a newsletter! If someone is wondering | | | | doesn't have to be! So many potential customers |
| whether your company sells the best | | | | are lost because of poor follow up - don't you |
| knick-knacks, what does he care that you've just | | | | want to be one of the few to get it right? Using |
| moved your headquarters? | | | | an automated response service to increase sales |
| 3. List Technique messages convey a "big list" | | | | such as Aweber will help you achieve this goal. |
| mentality to your potential customers. When I | | | | |