Breakdown of The Follow up

 

48% of people never follow up with a prospect
25% of people make a second contact and stop
12% of people make more than three contacts
2% of conversions are made on the first contact
3% of conversions are made on the second contact
5% of conversions are made on the third contact
10% of conversions are made on the fourth contact
80% of conversions are made on the fifth to twelfth contact

The Importance of Following Up

Persistence

Business men/women and decision makers are typically busy people. Often, the difference between making a conversion and not making one is catching the potential lead at the right time. One of the best ways to catch a prospect at the right time is to catch him or her many times. Of course, you do not want to be contacting a prospect so often that it becomes annoying. Still, using a combination of phone calls, emails and text you can ensure that your prospect remembers your business when the time comes when they finally decide to join our program.

Organization

The most important aspect of following up is being organized. Your Instant Money Network backoffice. has a variety of features to help you with your lead management and there are also multiple third party softwares that can accomplish the same results. One feature to look for in lead management is portability. The IMN backoffice system allows you to access your leads from any internet connected computer or device. Another feature you want to have is the ability to send out autoresponse broadcasts. Autoresponses can be an effective follow up method simply because the prospect will get the email and read it on their own time as opposed to being bothered by an unscheduled phone call. A good scheduler is also a feature you want to have to keep track of your appointments with prospective leads, this feature is also included in your backoffice.

Follow Up and Consistency

If you have contacted your lead and they happen to be busy at the moment make sure to let them know when you will follow up again and then follow through with your scheduled appointment. Setting a time and day to follow up and then following through will build trust with your prospect. Simply doing what you say you are going to do is a huge source of confidence to prospective clients. After following up several times at the same time and day of the week, your prospect will come to expect your contact.
Use this to build rapport. Become involved in your prospect’s life and you are much more likely to earn a conversion. Use your backoffice to make notes about your conversations in order to remember what was being discussed during prior time you were in contact with your lead. Other wise, it is very difficult to remember the details of every conversation you may have. By following up and staying in front of your prospects, you will have more conversions. The more familiar your prospects are with you and our program the most likely they will join.

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