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FIXING FOLLOW-UP FAILUREStrategies to Convert your Lead Graveyard into a Gold Mine
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HEADER TEXT Our Sponsor
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HEADER TEXT The #1 All-in-One Sales & Marketing Software
• Located in Chandler, AZ (Just outside of Phoenix)
• Over 12,000 customers• Over 40,000 users• Over 75 countries• 379 employees • Over $39MM in sales
(2012)
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HEADER TEXT Core Value #9
We Believe in People and their Dreams!
We Believe in People and their Dreams!
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HEADER TEXT
Follow-Up Failure
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HEADER TEXT
Is your lead tracking system disorganized? Does it take longer than a day or two to get back to
prospects and clients? Ever forgotten to follow-up? Ever gotten too busy to follow up? Ever let a good lead fall through the cracks? Do you think people will call you back if they’re ready to
start working with you? Are you afraid of coming across as PUSHY if you follow up
too many times? Do you mark leads “dead” before contacting them at least
7 times?
Suffer from Follow Up Failure?
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HEADER TEXT Suffer from Follow Up Failure?
Give yourself one point for every “YES” response
If you scored more than 3 points, you are in the right place to
FIX YOUR FOLLOW UP FAILURE
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HEADER TEXT Why Don’t Companies Follow Up?
• Forgetfulness• Focus only on hot leads• Let good leads fall through cracks• Think people will call them back• Don’t want to be pushy• Unaware of the impact following
up can have on their business
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HEADER TEXT Follow-Up Failure is Expensive!
67%----------------------
80%
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HEADER TEXT How Many Calls?
81% close after the 5thcall
10% close on the 4th call
4% close on the 3rd call
2% close on the 1st call
3% close on the 2nd call
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HEADER TEXT When Do They Quit?
10% quit after the 5thcall
6% quit after the 4th call
12% quit after the 3rd call
48% quit after the 1st call
24% quit after the 2nd call
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HEADER TEXT Typical Sales Process
Day Week Year
Total Leads - 10 502500
Closed 15 250Warm Leads 1 5
250
Cold Leads 8 402000
Sales $500 $2500$125,000($500 per sale)
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HEADER TEXT The Big Question!
WHAT HAPPENS TO THOSE
2000 LEADS?
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HEADER TEXT The Big Question!
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HEADER TEXT The Power of Follow Up
Day Week Year
No Contact Leads - 8 402000
Follow Up on Leads 1 8400
(20% conversion)
Sales $500 $4000 $200,000($500 per sale)
Increased ROI 260%
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HEADER TEXT The Best Part about these Leads?
• No additional marketing• No additional advertising• No additional prospecting
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HEADER TEXT How Do I Follow Up?
Stay top of mind
Provide lifetime value
Educate your prospects
Maintain ongoing contact
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HEADER TEXT How Do I Contact Them?
Almost ANYTHING Else!
Phone
Direct Mail
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HEADER TEXT What Should I Send Them?
Almost ANYTHING Else
Video/Podcast
White Paper
E-book
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HEADER TEXT Example #1 – Website (no follow up)
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HEADER TEXT Example #1 – Website (with follow up)
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HEADER TEXT Example #2 – New Customer (no follow up)
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HEADER TEXT Example #2 – New Customer (with follow up)
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HEADER TEXT New Customer Follow Up
Ask for referral
Cross-sell/upsell
Send “thank you” note
Send customer survey
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HEADER TEXT Example #3 – New Lead Campaign
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HEADER TEXT Benefits of Follow-Up
Builds a profitable company
Grow your business w/o growing your staff
Convert more leads into sales
More repeat sales from clients
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HEADER TEXT Take Your First Steps
Find a system to automate your follow up
Make a commitment to following up
Create a follow up program
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Multiple-System Chaos
Disjointed systems. Manual work. Lost opportunities.
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HEADER TEXT
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HEADER TEXT All-in-One Sales and Marketing Software
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HEADER TEXT Infusionsoft
Curious?Intrigued?Interested?
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FIXING FOLLOW-UP FAILUREStrategies to Convert your Lead Graveyard into a Gold Mine