How Do You Follow Up With Your Prospects?
Believe it or not, this simple line is the best way to approach a business person about SendOutCards. Everybody has, or should have, some form of follow up, or regular contact, with their clients, business partners or prospects. But also, most people do not do as well as they should or could.
Here's some statistics:
48% of sales people never follow up with a prospect.
25% never make a 2nd contact.
12% only make 3 contacts.
ONLY 10% of all sales people make more than 3 contacts!!
2% of sales are made on the 1st contact.
3% are made on the 2nd.
5% are made on the 3rd.
10% are made on the 4th.
80% of all sales are made on the 5th to 12th contact.
So where do you fall in this?
I know that I am all over the map and I'm sure that you are too. I stay in contact with some clients and prospects better than others. But I also know that very few people, whether in my mortgage practice or SendOutCards, make the decision to do business with me on the 1st contact.
The Dilemma:
I have a lot of technology and systems.
- I have several websites that attract prospects to me
- I use the phone and talk in person or leave a voice message.
- I send emails and have access to 4 different e-newsletter providers, as well as 4-5 different email platforms to send email blasts or campaigns.
- I use several social media platforms that I use to inform and attract.
- I have a program that can send a custom letter out to a prospect and tell him/her how much of a loan they would qualify for and then send mass mailers out via USPS AND
- I have SendOutCards.
I don't mention to brag. In fact it's overkill and ineffective. Voice mails are rarely returned unless I have an established relationship. Emails often don't get past the SPAM filters and most correspondence from a mortgage company gets thrown away.
The Solution:
You'll have to click through to my Marketing blog to find out.
Larry Morris is a Certified Mortgage Planning Specialist in Portland, Oregon. He specializes in USDA Guaranteed Rural Home Loans, FHA Purchase and Refinance, FHA 203k Rehab loans, FannieMae HomePath loans, Oregon VA Loans and conforming purchase and refinances in the states of Oregon, Washington and Idaho.
He can be reached at 503-421-0096.
With everything I use, all the technology, social media sites, blogs, etc, there's still one tool found everywhere that I always seem to go back to using.
Aside from a card (I love SendOutCards btw), I use a simple CRM system and pick up the phone and call. :-) I know, massively hi-tech, but I agree with number 2 above. Calling the prospect on phone; I'm trying to keep it simple myself and actually use the tools as best as possible.
I also get the prospect to my online webinar room, so they can see me on video, hear me on the phone and see my website that I want them to go to. I also through a natural script, get them to continue watching onscreen to my pre-application page and either allow them to take keyboard control to fill it out or I fill out for them. Even if it's the first time, most seem to be at-ease once we do the shared webcam/onscreen tool like GotoMeeting or Adobe Connect. It really helps to break down the barrier of not knowing who I am.
I just started integrating this into my system in past couple months and it's increased my prospect to client conversion by at least 400%! And they seem to connect much faster when they see a face on the video web cam.
I like your posts btw. Good to connect with you as always! :-)
Take care,
Ed
Great advice Ed. I love your video work. Except Dale beat you to a video BDay greeting. I'm trying to move my biz to the webinar as well. I could use your help. We should get together and talk about that and SendOutCards. It's a great complement to any business.
great stats and a great reminder to keep calling people
Having a system to follow up is a big help. I need to implement some of your strategies.
Love the stats. I guess we all now that but when you see numbers it sure make you think about little harder. Thank you
A wonderful reminder that calling past clients is a priority! Great stats...thanks for the post.
Larry, thank you and that is important. I suppose I have tried some or all of thoses methods you suggest at some level. I just never have had that eureka moment when I have found that, "Aha here is the one that works."
Otaa you got me to click through and to subcribe, are you happy? Thanks for the post.
Randall - Thanks for the comment.
Morgan - Anythning I can do to help let me know. Watch you mail box.
Sonja - yes. It's amazing what 1 more touch could do.
Dorie - I agree. It's always easier to speak with past clients then to drum up new business.
Kevin - I don't know that there is "1" system that works. I find it best to implement a multi touch system .
Charles - Thanks for reading to the bottom. Watch your mail box.
I needed this reminder and the kick in the pants. Why do we procrastinate or fail to do something that is statistically and obviously so important and so productive? Thanks Larry!