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---------------------------------- WHAT FOLLOW UP METHOD REALLY WORKS? ----------------------------------
Following up with each lead individually, multiple times, but at set intervals, and with pre-written messages, will dramatically increase sales! Others who use this same technique confirm that they have all at least doubled sales of various products! In order to set this system up, though, you need to do some planning.
First, you'll need to develop your follow up messages. If you've been marketing on Internet for any length of time, then you should already have a first informative letter. Your second letter marks beginning of follow up process, and should go into more detail than first letter. Fill this letter with details that you didn't have space to add to first letter. Stress BENEFITS of your products or services! Your next 2-3 follow up messages should be rather short. Include lists of benefits and potential uses of your products and services. Write each letter so that your prospects can skim contents, and still see full force of your message.
The next couple of follow up messages should create a sense of urgency in your prospect's mind. Make a special offer, giving him a reason to order NOW instead of waiting any longer. After reading these follow up messages, your prospect should want to order immediately!
Phrase each of your final 1 or 2 follow up messages in form of a question. Ask your prospect why he hasn't yet placed an order? Try to get him to actually respond. Ask if price is to high, product isn't right color or doesn't have right features, or if he is looking for something else entirely. (By this time, it's unlikely that this person will order from you. However, his feedback can help you modify your follow up letters or products, so that other prospects will order from you.)
The timing of your follow up letters is just as important as their content. You don't want one prospect to receive a follow up day after he gets your initial informative letter, while another prospect waits weeks for a follow up!
Always send an initial, informative letter as soon as it is requested, and send first follow up 24 hours afterwards. You want your hot prospects to have information quickly, so that they can make informed buying decisions!
Send next 2-3 follow up messages between 1 and 3 days apart. Your prospect is still hot, and is probably still shopping around! Tell him about benefits of your products and services, as opposed to your competitors'. You will make sale!
Send final follow up messages later on. You certainly don't want to annoy your prospect! Make sure that these last letters are at least 4 days apart.
Following up effectively seems complicated, but it doesn't have to be! So many potential customers are lost because of poor follow up - don't you want to be one of few to get it right?
Tom Kulzer is the CEO of AWeber Communications. Less Work - More Sales. http://www.aweber.com/a/p163