You need to realize that in the world of entrepreneurship or business it takes multiple touch points to acquire clients
Imagine you just got into business and no one seems interested in buying your goods. Is it really that nobody is interested in your products? Now hold on a moment. How many times did you talk to prospective clients? How many follow ups did you make? You need to realize that in the world of entrepreneurship or business it takes multiple touch points to acquire clients. Not everyone is going to buy on the first try or interaction. I sat down with digital marketing guru Matt Tommy to discuss the pitfalls of ignoring sales follow ups.
First things first. Matt Tommy likes to use the analogy of dating here. He doesn’t want to offend anyone it's just that in Matt Tommy's experience dating and sales are in many ways quite similar. Not everyone will go out on a date with you the first time you ask. That person doesn't know you, like or trust you and it may not be in their code of ethics to do so. So, you need to see the person multiple times and keep following up just like you do in business. Persistence pays!
As some wise old head once said: “There are lies, damn lies and statistics.” It’s not the numbers themselves that are lying, you understand, it's just that they are sometimes used out of context to produce a different impression from the truth. So, when Matt Tommy tells you that there are statistics in the real-estate industry that show there are people spending $10 billion dollars on marketing every year and 50% of all their leads, appointments and clients do not even get a single point of communication. How would that make you feel? Is that a context you can relate to.
What this demonstrates to me is that there is no follow up and accountability, which means you are leaving your clients on the table to be picked up by another player. The truth of the matter is that no one really does this well in any industry. There are many reasons for this. It might be due to lack of consistency, poorly designed systems, lack of creativity or not having the hunger or big enough thinking to be able to pull it off. One of the worst reasons Matt Tommy hears and hears often, “is the limiting belief of not wanting to appear too pushy, and letting this prevent you from contacting prospective client’s multiple times over a year.”
On the other hand, Matt Tommy tells me that he hears amazing stories all the time of business owners and clients closing deals after 6-8 touch points or 15-20 over a 6-month span. Persistence counts! Getting back to the dating analogy for a moment, one very successful entrepreneur I follow mentions he followed up with his wife 28 times over a 6-month period before getting his first date. Business is hard and it requires hard work. It’s not that people don’t want to do the hard work, it's that they are not prepared to do it. What do I mean by that? Think of the preparation you make, or used to make if heaven forbid you are out of that particular market, before going on a date.
Strategy 1: Follow up and be creative. Some examples of this that Matt Tommy gave me include using gifs for follow ups when clients don't respond (it’s quite humorous and simple). Provide follow up tailored to their needs, provide value-based content, give away free articles, coaching or course material, or free coffee. Whatever it is your research tells you people in your industry are interested in. Think outside the box. Find something they are interested in and show them that over a piece of content - it does not even have to be business related. It just needs to grab their attention. Remember, you are in the people-to-people business (P2P).
Strategy 2: For Follow up - create engagement at all times. Never send an essay when it comes to follow up people won’t read it. If you wouldn’t read it why would they? Make it simple, short, concise, entertaining and valuable. As Matt Tommy explains: “You have to capture their attention and prepare them for the next step. Add Questions, for example, what do you like about the product? Give me your thoughts on this? What's your opinion on that? And so on. Any dialogue and conversational questions should be added onto your follow up.”
Strategy 3: For Follow up - Make people feel comfortable and personalize the follow up process. Buying or communicating should be an enjoyable process. Remember, as Matt Tommy says: “You don’t need to use any crazy or high-pressure sales tactics. Provide consistent value driven follow up that makes people feel good. Give them authentic compliments, make them feel special, listen to their concerns, take notes (shows you are attentive), and be interested in them. People love the sound of their own voice so don’t just give them the usual kind of sales spiel, and lastly make them laugh. Life is too short so enjoy what you do. People love energy and being playful. It's very attractive in dating and even more so in the business world too.”
So, if you need help scaling your high ticket online coaching offer contact Matt Tommy or one of his experienced business partners Michael-Dallas-Petersen and Blake Toves. They can put systems in place that allow you to automate creative follow ups, as well as having proven templates that convert time and time again. They will train your existing sales staff or engage salespeople for you that will ACTUALLY do the work you pay them to do. Not just sit around looking pretty and doing the old school one call close dinosaur method. So, if you found this valuable contact Matt Tommy today on Instagram @mattommy.
Disclaimer: No Asian Age journalist was involved in creating this content. The group also takes no responsibility for this content.