Whether you're new to business or if you've been around for some time (As I approach the 15 year mark in my business I'm learning to stop using the term 'old representative'.) you should realize that service is the foundation of your business and contact is the cement that makes that foundation strong. I know, "here we go with the architecture speak again" but you know what I mean.
The thing is that your contacts are your best source for business growth. The more contacts you have in your business funnel the higher your likelihood for sales as well as lead conversion. Yet, studies have
So, what’s the best way to leverage your time, energy, and contacts to help you create that strong foundation? Have a well designed & successful follow up system.
By successful I mean easy for your contacts to get connected and easy for you to maintain. Why? Because let’s face it we already have so much on our plate in life that the more additional steps that we add to each task the harder it is for to follow those tasks through to completion. So, the easier the better.
There are two things you’ll need, preferably integrated into your website to maximize your reach. The first is a landing page to collect customers email & contact information to allow you to keep in touch.
The second is an autoresponder and email content generation where you actually follow through with that promise to stay in touch. None of that “Let’s keep in touch”, “I’ll have my people call your people” then never actually follow through nonsense. Your content and contact becomes automated so you won’t forget and your new contact doesn’t get left out in the cold if they’re not one of those who took action right away.
As you nurture your relationship with those contacts they’ll respond to you when they are ready to take action. Not only that, but research has shown that consistent followup increases your sales by 47%! What would a 47% increase in sales look like in your business?
“Leads nurtured as part of the lead management process achieved a 47% higher order value when they closed compared to leads that closed, but were not nurtured.
– Aberdeen, 2009"
So now do you see the value of consistent follow up and a quality contact system? How will you start leveraging these tools in your business?