Webinar: Your Fortune is in Your Follow Up

Ah so welcome in to your fortune is in the follow up today we are sponsored by score we are brought to you by score and looking at the attendees most everyone found this to score so welcome because you did you came to score you’re going to get some free stuff so that’s kind of cool love to get free stuff.

Yep we want to talk about how the fortune is in your follow up today because you’re you’re just the camera girl. Most often when we’re working with clients we find out when we go through we go through everything they’re doing to market themselves we find that they’re follow up is a little lacking and the bizarre thing is that so much of our business comes from looking for new business why wouldn’t we follow up so we’re going to talk about a whole lot of ways to do that one of the one of the key factors for today is that since since our world is kind of changed you might have noticed as a business owner you’re going through something you have never had to go through before it recession plus a pandemic most of us have ridden a a recession through we’ve gone through sessions before but things are a little bit different right now.

So Sherry says she’s having trouble hearing us sorry I’ve asked to turn other speakers to yeah sorry about that. When when we started seeing all this start happening we in February we did a look around the internet and did some thinking and in that thinking we came to remember that Charles Darwin had a book came out making 59 called Origin of Species his comment his theory was that it isn’t always the strongest or the most intelligent that survives but the ones that can adapt to change and we look for.

How that was working in the real world right now and what we noticed was that yeah that’s true sure that the original Fortune 500 came out in 1055 and over 80 percent of those businesses are no longer in business they were really large businesses they were not able to pivot they were not able to change what they were doing for you that’s an advantage or we know that way over 90 percent of the people that that we do revenue ours for the attendees are small business owners so we’re we’re talking and everything that we teach today and all of the stuff we teach is for you the small business owner so your advantage is you’re able to pivot quicker and that is very much to your advantage so Darwin will give us a star you know so here’s what’s going to learn today or and talk about how many times does it take moost of you will be surprised there I want to talk about game a fine wrote about turn turning follow up into a game because that makes it easier and more fun.

Were 10 biggest myths follow myths there are a lot of sales myths that in follow up myths that you’ve been taught or and it isn’t your fault but these are things that kind of pervades our our business world.

Give you some next steps we’re going to be free stuff now just for being here today you’re going to get our report the how to get the found online.

And there are right side that go over to report we created that for our coaching clients and. They like it a lot so work giving it to people come to our webinars you’re also going to get a chance to get our book the social marketing checklist for social media you’ll have to be on the entire time to get that because that will that because we’re going to tell you how to get it but if you’re here we have your e-mail your e-mails.

You’re going to get it that was in the square thing I’m going to turn my mike just a little see if that helps at all. Ok if you have questions Sharon told you about that you can hold him to the end because if you if there if it is a if it’s a complicated question hold on to the end because then we will anew we can hear you and will be able to give you a much better description and if you put it into the chat.

Just so there you go I have nothing scheduled after this for a little while do we we have a little window Yeah Ok so we’ll work worst schedule to go to shoot until noon we’re really certain that we’re to be done before then so you’re fine but we’ll hang out and answer whatever questions fact if you if you have just regular market questions we can answer those for you as well afterwards and yeah.

Yeah yeah so there you go if you if it’s during the time just a little bit about us we had a podcast called the marketing checklist we did $243.00 episodes of it we are we were interviewed by A.B.C.’s Secret Millionaire James Mellon check and Kevin Harrington who was one of the 1st sharks on Shark Tank those interviews are on the front pages of our website if you want to get to know those guys a little bit we do a marketing campaign a couple times a year.

If you hang around till the end we’ll give you a free ticket to that if you’d like it’s going to be all virtual in September and we have an online marketing thing called the market the small business marketing plan it’s a it’s a do it yourself with coaching marketing plan.

We we stopped doing our podcast in November and we thought you know let’s take a little break for a couple months we figure we’ll come back February March and then so yeah stuff at the end so we post it we postponed it and we’re we just launched it relaunched it yesterday as a an interview show all of them are 7 minutes 21 seconds long because our anniversary is July 21 we want to make them under 10 minutes so we interview business leaders about what makes them successful Now the cool thing when you’re interviewed on this is it’s a video that you can use to promote yourself that’s the questions or that we ask everyone there it’s the same set of questions.

And everyone knows that they’re designed to help you much as to once you’re on the show you can use it to promote you becomes a digital asset in fact it’s something that you could use to as a follow up to will after you’ve spoken to someone you know on the phone you’ve had a conversation with them and you can say hey you know I was interviewed on this quick bot cast one of what you let me send it to you get a better idea of what I do so if you want to be on that send and in an e-mail the input you off created say you want to be on The View cast will send you the questions and if the answers really work out we’ll put you on the if you cast so that’s smaller free stuff we’re giving away all sorts of free stuff that’s cool we’ve written 6 different.

Books all bestsellers on Amazon fact you’re going to get a chance to get the social media book at the and let’s let’s talk about a few marketing basics so that your follow up efforts become easier and more successful if you’re marketing yourself properly the the follow up becomes easier.

And yeah that that is me in the powder blue tux picking em strung up for her prom way before it was pre-shared you want to make sure that that you know who your client is or in our words we we call our avatars we call her Harriet mostly because the 1st one I ever created was a female avatar and it was for the promotional product part of our business and I named her after my grandfather whose name was Harry so it’s Harriet you want to know who all of your different Harriet’s are we have several different avatars we have several different Harriet’s that we recognize and makes it easier for you to follow up if you know what you have to say to them the demographics the psychic graphics which we’ll talk about in the couple seconds what this means is that it’s just like the Cheshire Cat told Alice.

If you don’t know what road you’re going to take then that doesn’t really matter which road you take if you don’t know where you’re going so it helps to know where you’re going and who you want to talk to so let’s talk about Harriet for a 2nd.

I’ve met are only 8 times in my career which means he probably now 45 to 60 years old her job is that she’s the right hand person of the man that owns the company in fact every one of the Harriet’s it’s been a man that owns it and Harry is a female and I’m giving you some of these demographics because I know that as I go down the mental checklist when I meet someone if they don’t check off all of them in this case I know that she’s not Harriet now for you it may just be one or 2 or 3 demographics we have we have a client there are a couple that own a photography business.

And they know that there’s only 2 questions they have to ask somebody and if they get the right answer for those 2 questions they know instantly that that person isn’t a is a Harriet no matter which one of their photography products are selling so knowing the right demographics makes the difference now Harriet when she works for business she runs the h.r. the marketing She does everything except the thing and that the thing is usually what the owner of the company does for example if you look at these 4 women 2 of them are Harriet’s the 2 on the bottom.

The one of the lower right ran an orthodontic practice he was busy doing the orthodonture and she was running the practice one of the lower left she ran Time Warner Cable in what how many states was being in charge of like a state and so she was his right hand person and if you needed to get to Dean you had to go through to Gloria so I knew that the conversations I knew what our phone conversations were going to be like with a Harriet I know what our emails were going to be like so my understanding Harriet’s needs that allowed me to become a better vendor for them and it allows you to be a better partner in business with your Harriet’s if you understand what they need what’s going on so you you figure out who they are with the with the demographics and you figure out how to work with them with their psychographics So if you’re if you’re over the next 10 years how much is it worth to you to discover some more Harriet’s as opposed to just throwing stuff against the wall it makes a huge difference in your marketing and if you want to get through that door make sure that your or your plan is coming together.

We don’t create any messages whether they’re online or offline that aren’t talking to our exact target market our Harriet’s for example. If you saw met these 4 women and you were selling a car how would you do that right all all for when we could make an argument right all for women nor anger the infant not a buying it they only because they even if they live in a major metropolitan city right maybe there’s not public transportation or they don’t trust it during the scope of time so they all do need a car to a good car sales person is in a message differently right because they all don’t need a car for the same reason they don’t want the same kind of car they don’t even want the same benefits as features of a car so the the good car sales person is going to target his message each to each different hear it right so anything for you right all 4 of these women might be benefit might benefit from your product or service but your messaging to each one is going to be different there are actually 4 different areas yeah the one on the right wants to Montserrat it.

And she’d look great in it absolutely I’m Tom picking no foul to look cool I’m thinking the the royal blue one to match the shadow of Holies picture red.

You know. We just watched for vs Ferrari that it was really. So the psyche graphics what is going on in our Harriet’s in your Harriet’s mind people don’t generally buy for logical reasons buying for an emotional reason and if you can take away their pain you’re going to have a much better chance at doing business with them even more than giving them pleasure people will run away from pleasure faster than they run toward excuse me run away from pain fast of the road toward pleasure I was listening to myself as I spoke as I wait a minute you saw the wrong thing.

Here’s here’s a real world example we wanted to do a new trade show and I always wanted to use Lucy from peanuts I wanted to use her psychiatric truth I wanted to make it marketing help provide substance that psychiatric help.

But before we did it we took a picture of you know a description of what we want to do and really ran it past all of our different areas to get their opinion about using it and universally It was a positive thought so we built the booth and we know that when we’re exhibiting somewhere if we have that booth up someone that has a very positive reaction to it we know there’s a good chance that there are a Harriet when we need to chat with that person in in regards to working with them if they don’t we want to find out if their trading partner it might they might be a really good referral partner but that’s just one of the one of the psyche graphics it’s an emotional pull that every one of our Harriet’s staff.

Across the spectrum so we use that as our trade show if it’s just one big cycle graphic magnet or pulling back a curtain there Yes Q But you know.

If you recognize the Lucy booth and what is now in the chest just saying. Yeah I see that we do we do have to make a difference sign that.

I need to make the top sign go all the way across that I think we’re going to I’m going to redo that as I look at the picture I think I want to redo that so we have to make a larger one to get on our printer for that.

All the messages that we create in our follow up our sidewalk sign here’s here’s how that works. Marketing is getting people raise their hand and saying yes I would like you to to talk to me more about your product and I might buy it so marketing get some raise their hand sales is how you you make your sale if you don’t think you’re in sales.

But in the email in the chap box that you need our sales because. You everyone’s in sales and will send you that. When you walk down a mall when you’re driving past a store you see sidewalk signs and they’re not giving you the whole story it could be you know tacos on sale today doesn’t tell you all 12 versions of tacos it could be coffee 2 for one doesn’t tell you all the different brands and and versions of copy it’s just letting you know that there’s something cool inside and if it relates to you you might want to walk in so all of your follow up messages all of your e-mails all of your direct mail all of the things that you put in social media think in terms of sidewalk signs does that make sense cool.

Type. Well no we’re going so here’s why consistently follow up that. There are vital you share and 2nd favorites in everything that we do you’ve now seen Sharon’s 2 favorites live in across all of the different.

Webinars and camps and everything we do both of our favorites lives are up front in this present data. Yes this is one of my favorite slides because I used to be I was not framed in sales that’s not my background I was a teacher and then I moved into accounting office in h.r. right so sales was not my thing.

So I thought that 3 strikes you’re out rule worked right if I call you left your voicemail if I sent you an e-mail if I called you again and you didn’t respond then you clearly weren’t interested in what I had to offer whatever that was maybe it was a job if I was doing a jar right so whatever it was 3 strikes you’re out I’m done I’ll stop bothering you and then I learned the statistics 80 percent always the bottom 80 percent of sales are made on the 5th to 12th contact So if you’re do if you’re like me and did 3 strikes you’re out you’re leaving money on the table just look for down only 10 percent of sales people’s make more than 3 contacts 10 percent 90 percent of sales people don’t they’re on the 3 strikes you’re out rule and yet 80 percent of sales are between the 5th and 12th.

Now I’m I’m an old school person I tend to have a piece of paper I have I have a follow up stack right. And I tend to write on there and we have electronic c.r.m. and all of that to talk about those and a couple I was you know visually I’d like to have the piece of paper and I like to write it just you know it’s memory thing so I write right I we met on this day I called on this date left voicemail I emailed on this date write that sort of thing so then when I get that Ok there’s a line between follow up and stalking and I feel like I’m stalking I can look at my I wouldn’t go.

You know I’m not it’s talking about the only for follow up so I’m not even close to stalking right by the time I get to 10 and then I can ask the question Ok I know there’s a line between follow up and stocking and I kind of feel like I’m approaching the line if you want me to follow up on can I’m happy to continue following up but if you you know if the answer really is no that’s a perfectly fine answer just let me know and I’ll stop talking you.

Know why we have 11 sales bookmarking check is for sales I want to write another sales book and we already have the title we already own the u.r.l. not enough evidence to convict because when I was a sales manager for a national company.

It was always my impression that if I didn’t want to be able to look at one of my salespeople count calendars and be blinded by you know the why of no if point mincer anything else on their calendar I think that most sales people if they were arrested and accused of being sales people there isn’t enough evidence to convict them of their sales people because they’re follow up is horrible which is kind of cool that sets you apart as soon as you start dialing up the the the quantity as well as the variety we’re going to show you how your follow up will get better it’s not man this is really is a mac it’s magic it’s not rocket science and it isn’t just not it isn’t just numbers.

The Law of Large Numbers plays a small part. But the great part is that most people don’t even play with the numbers and that’s going to help the younger like you title I know in that course under He had a phone he had it for a long time I have I’ve owned the u.r.l. not enough evidence can to convict for so long and then I know I’m getting on a tangent we wrote the sales book and we want all of our books to kind of have the same the marketing checklist theme so I lost the.

I the marketing checkers for sales because it’s a better se o. title but the concept of not enough evidence to convict clearly shutter has worked in sales more than a sales manager a frustrated sales manager.

Yeah can’t be the subtitle it I’m just going to do a different or going to do different sales book. All right so going let’s let’s talk about just a couple of tools now that you know it takes between 5 and 12 catches this is a one of a couple of different forms that we give our clients you can do this this is really simple 12 boxes across and the prospects name and phone number when you have any prospect you write it in the form and then you check off you know now we do it a little differently we see we teach our clients with an email or phone call or you know in the box there but what it is so this what you can visually keep track of who your prospects are and if you have just 2 minutes all right you have an I followed up on followed up with the least all right this one I’m going follow it up with them twice let me send them something now get it cool so that this makes it a very visual for you visual learners.

This makes it really quick here’s a here’s another way another way that we do it every follow up. My popping my peas or as it were my just shaking the thing I had said I don’t want to blow I don’t want to blow out my the their lives they’re speakers everyone out of this these types of follow ups if you have a lot of different ways that you follow up then you put those across the top and then you have the business name the phone number the contact and Ok have I sent them a follow up email you know what is your sales process example we need somebody.

So we put in where we met them have we put them into our c.r.m. which we’re going to talk about in a minute which customer relationship manager it’s an electronic way of gathering all of your prospects have we sent them a nice to meet you e-mail and or a Nice to meet you card we send.

We send real cards so we go across the top have we done all this with them what other information did have they wrists have they received did they request one of our books Ok did we send the book did they request Ok I want to see all of the different things you do for business Ok we sent our client services for him so all your process is different than ours so go through your sales process what do you generally do what’s the road you take them down what’s the yellow brick road to your oz of making a sale you fill out across the top and then you can just check off where you are with various new people and again I’ve got 2 minutes before I you know what kind of work and I follow up where I’m at with all these folks does that make sense awesome Here’s another way to do it we learned we learned this from a friend in the net we’re in a network marketing business.

Because in Network Marketing most of the people are coming your network marketing business and we’re in we’re in send out cards where we’ve been so regional whatever we are in your many errors with them forever so in network marketing the concept of following up with people it’s it’s a very large numbers game so one of our friends said I want to see how fast things get to 100 contacts now for him it was every time I show the marketing plan for my product I get to check it off now some of our people it’s Ok if I follow it up with them I get to check it all so what game are you going to play to get to 100 you know if you if you are driven this way use one of the other forms but if you’re if you are motivated this way How fast can you get to 100 G.’s just send 50 emails separate emails separate to 50 different clients with your potential clients with a message to them you get check off if the how fast can you get to 100 can you do it in a week can you do it you know actually I should work backwards can you do it in a month can you do it in 2 weeks in a week and a day and then then you start to keep track on a separate form Ok I got to 100 this it took me this long it took me this long if you keep track of how you’re following up it will she tell you if your follow up is effective the hey I’ll let you in in a secret as your sales are going up your follow up is more effective that’s another way to keep track but not always covert it’s kind of tweaked how the Law of Large Numbers works but you still have to get to them so this is a real simple form you could have this form done.

You know honestly right now you could you could pull out a sheet of paper and draw a 10 by 10 you could have this done before you’re even done here so taking massive action.

We applaud you if you have that. So let’s talk about another way of that work would you like coffee you would tell the coffee story right why is this live here.

Another one of my favorite stories so. We have a friend of this he told us this this is not happen to us we were actually not part of the story I’m retelling another story we’re sharing we’re sharing just we it’s it’s the learn one do one teach one.

I just thought this was great so he had a clients that had a discomfort with hearing no right and I’m comfortable being rejected by prospects and if you’re on this weapon are you might you might have that as well right so it’s perfectly Ok it’s normal but we’re going to try to give you a paradigm shift a little bit of a mind shift Ok.

So he invited his client to join him for coffee at a coffee shop and he got up a few minutes early and chose is the see the booth right obviously this is ways he’s hoping and by the way this picture you’re seeing was we were at last year we went to London for the Red Sox Yankees series and to visit Sharon’s sister not necessarily in that order.

And it happen to be my birthday so we went to Harrods for my birthday so that that’s where this is it was our waiter at Harrods having. I or the coffee I don’t see so he is our friend went to the coffee shop he went and found the booth he went and found the waiter and he tipped the waiter extra and gave him an instruction and all all come back around to that his friend showed up at his client showed up they sat down at the booth and the waiter came back and said Would you like some coffee right and then no thank you again a few minutes later I said Would you like a refill no thanks and again a few minutes later I get right there was a quite some time at some point the client said well yes actually I’m ready for a refill and the waiter refilled it and left and at that point the our friend said time out teaching moment here’s what happened I came in early I met with the waiter he came back frequently and asked you if you wanted coffee and many times you said no it wasn’t until you were ready that you said yes I’d actually like a refill do you think that he went into the kitchen every time you said no and cried to move it in one go over Ok on to the next table and ask them and you know some people wanted to refill some people were it came back around would you like a refill Right same thing for us Same thing for you and your prospects right yes 5 to 12 touches and when they if they say no or they don’t respond they’re just not interested yet right their priorities are not our priority so.

You know it’s it’s it’s Ok you’re just asking do you want more coffee Yep you know our our e-mail list. When we have a new view cast like now the cast is launched we will send out an email to our list hey would you like some free information our new cast is out every time we launch a new blog hey would you like some free marketing help our new blog is out for that when we’re doing a web in our we send out an e-mail to our list hey would you like some free help we’re doing a weapon or this Saturday.

We’re doing a in preparation for our 3 day we camp in September. We’re doing a one day boot camp because we’re taking a an in person event normally you know we’re seeing you we’re seeing it see your eyes and right now we can’t so we’re changing our bootcamp to be to be more effective this way so last month and had we done it last month was the 1st one but this last Saturday of the month we’re doing the 2nd one I think we’ll do it in August as well we are practicing different chunks of our bootcamp you know one day version because we want to make it effective so we’re sending that out to our list hey would you like some free marketing help it doesn’t break our heart if somebody doesn’t say yeah it’s but we’re we’re sending out free help you’ll now here’s a tip for that our e-mails are not by my stuff by my stuff by my stuff by my stuff I messed up and if we weren’t recording this that s word would be a different word.

Or nothing buy or start buy or start or it’s here would you like some coffee here would you like some help so let’s shift your paradigm to the fact that if not if everything you’re sending out to your list isn’t by my stuff it’s Here’s some help this might help you I thought of you know and sometimes we’ll look at different people on our list on our checklist sometimes it’s the what to what article Can we send that person that’s going to help them and we will look around Ok that person is a dentist and that they had mentioned to us that they need a referral system so we sent them an article in fact it’s in.

I we just sent this out in marketing checklist to page if Dean I think how to create a referral program so I sent that blog to that and you know telling about this we did for another dentist so it’s on a constant How are you serving your people imagine if you will and I got this from James Mellon check.

If you’re going to you’re sitting down like I was sitting down at Harrods I had a napkin and every time I got some ice cream in the wrong place I had oh I my face I pick my napkin this way and I’m holding it this way so I don’t drop it over my Red Sox pitcher but the waiter has his napkin over his arm he’s just trying to serve so if we picture ourselves in the service mode as opposed to the you know glutton for punishment.

It’ll make your follow up a far more effective tool How do you get the idea of shifting your paradigm where you’re there to serve say yes on the comments of so we know we’re on the Right now we can move on.

What’s the most essential follow up to all. So if this looks familiar this is this is what 3 quarters of the people do for their follow up system it’s called rubber band marketing.

I have been guilty of it just so you know those this picture is of business cards that I was collecting so I’ve been there we learned a different system so but I want to know been there done that you prefer binder Yeah shearers binder live now this will be you when you exhibit a trade show and here’s the stack of cards of everybody that came to the trade your trade show you went to in a chamber networking thing and here all the people that were at that event you did something you were at some of that and they all have their individual events right here the challenge of those rubber band boxes you know stacks are on your desk and honestly we don’t make enough time to do the follow up because we’re not using any of the systems we’ve talked about yet or they things are about to so you’ve got this right we need to stop putting them in the rubber bands and here’s one of the most effective ways of doing this by the way I’m not sure if it’s in here if we don’t do too I want to write down I want to send them the rubber band I put it in the chat Ok if you go to rubber band marketing we have a whole free gift package for us.

These are your Instead there are vans the business cards are more effective if they go into your c.r.m. system a customer relationship manager this is an online tool there are hundreds of them literally hundreds of them.

Many of them are good most of them are Ok most of them have a free version that you can try it. We give you the one that we use but.

Honestly it may not be the right one for you so if you want to know send us an e-mail and you upgradable send along we use we do have an affiliate link for it so know that in advance but we’ve used several either actually have a conversation with you and find out what you plan on yeah or how you want to use it so we’ve tried many and there are many more coming on line all the time I’d rather be able to point you in the right direction and just tell you which one we’re using which may not be right that we just use a really expensive one they’re there preeminent in in the world they’re very expensive and they’re very difficult to use so difficult that you have to have 51 hour sessions with their training person to learn how to use it before they turn you loose a c. a good c.r.m. should not be that way a good c.r.m. should allow you to organize your leads.

With several different bits of information it should remind you with a nice calendar system you know welcome to Thursday here’s your list of follow ups so that you can go through them and do your follow ups.

A good c.r.m. system or one that works for you is going to speak your mind really well and one of the reasons there are so many of them is our minds all do work differently so you’ll find one that works for you and but just know that this is a lot more efficient than rubberband marketing and ideally the a c.r.m. that you use should also have an autoresponder built in so that you can set up some automations as well rather than doing a bunch of one offs.

By the way not working it’s not I want to see what the next slide was I want to make sure we’re where we are in the. Area so you can leave it there.

The. Yeah if you’re if you’re a change go to rubber band marketing and we’ll will give you I think it’s now it is 6 used to be 5 we added another tool to it.

Your your we have asked we’re asked all the time well I use constant contact or the monkey one. Does that do those work as a c.r.m. not really know their auto responders they’re not they’re not really effective c.r.m. So if you’re using a great Hey I applaud you there’s a place there’s a place for all but the autoresponder should be built in and the auto responder should it tells you you sent this email to a 100 people and here’s the percentage of the people that opened it and here the people that responded.

It also should allow you to resend the email to those people that didn’t respond perhaps a different offer and that’s called creating a sales funnel so they should be able to help you create a sales funnel within your own responder and I think both contact in the monkey one I think they both let you know who open them but I’m not sure if the free versions let you up and let you know that but so just know that there are at least the mail the Mail Chimp does I don’t know constant contact free version well enough so they’re good tools they’re much better than not then sending out individual emails so well done just know that a c.r. is going to help you better Ok.

Yes before I move to the yes before you before you move on so the question is how often should you send a follow up Ok if you mean a follow up email right because there are different ways to follow up.

So if you mean how often to send an email it’s kind of remember the very beginning of this talk we talked about who your Harriet is so some of it we can give you some general information but it really goes back to your Harriet and really good question how often does Harriet want to hear from you I can tell you my default answer not for email but follow up in general what I tend to do and Hank has his own so you’ll get to hear 2 different points of view.

I tend Let’s say we met on Monday and you asked me to follow up with you you know maybe you need to read marketing dot com Right so I’ll send you that email I’ll try to do that same day usually my days already full sort of probably won’t happen till the next day but you know 24 hours is when I’ll get that to you and then if I don’t hear back from you I tend to give you a week that’s my default right I remember I came from not 3 strikes you’re out so I’m still uncomfortable with Where’s the long between follow up and talking so I can give you a week if we met on Monday and I followed up with you I said that info to you on Choose day I might give you a week a day I might go to Wednesday before I follow up again and then in some form write I emailed you so maybe I’ll call this time and say hey did you get I did tell you that e-mail you asked where did you get it and then again I may wait another week and a day I tend to write maybe Wednesday wasn’t the right day of the week for you maybe you do follow up on Thursday so all right that’s one thing so that’s my default process.

Ok you have a different process I have a couple of ways that that I tweak that and money refund. It does depend and part of it depends on the size of your list let me give you an example there is a direct mail person that has a list of a couple of 1000000 people they sell online products they send something out every day because they don’t care if they get 10000 opt outs because people are opting 10000 are opting you know every day so if your list is huge then look at let’s look at to the point.

If you’re was dismissed or well all right you’re there’s going to be a little bit of Oh my God what if they all opt out if they all opt out that she had been on your list in the 1st month.

I don’t want to be too pushy. But if I meet someone and they say yeah I was will say I can send you this information I’m getting it to them within 24 hours if we exhibit a trade show every lead gets followed up even if it say the information is coming to you I’m gathering it but just want to let you know I’m working on it that has to go out within 24 hours you must respond within within the day.

And understand most of the time the information you’re sending They don’t care about it as much as you do they just don’t. Give you give you 2 examples I mean these just happened with me.

Someone sent me a random message now I know her she let me read a message you’re more leaves Dr that you know is a stock messages through my Facebook Messenger she was the 4th person to send the exact same thing if there’s some network marketing thing that’s about to launch and.

I get on everyone’s list who do you know that owns their own business who do you know that is a really bright personalities you know I check all the boxes for network marketing so since I liked her.

We have been events before she’s really nice person I said you know I’ve gotten this 4 times not one of you stop to ask me what my needs were in advance so she sent me back a message asking me So what do you need us Ok up like so she said maybe and I said Great send me the info we’ve been kind of busy in the last week we’ve been really busy we had 2 new clients we had on board you know we’ve been really busy plus our anniversary is yesterday we always take our anniversary off so I haven’t looked at her stuff yet I’m going to I know it might be interesting but it’s more important her than me so that was that’s one and it’s there.

The other I was in a Facebook group for promotional product people we are now it’s a private group and one of the factories that you know made a comment hey here’s this really cool product to carry loads and I sent a message through Facebook in the comments they sent to Here’s my e-mail sent me some information about that it was in my e-mail box morning so I put it now I put that information into it within my e-mail I filed it because I don’t need it right now but I know I’m going to need it so how often should he follow up.

Doesn’t really it doesn’t really matter if I’m not selling that factories product at the moment if I’m not putting their logo on that thing at the moment it doesn’t really matter it’s kind of nice.

But if that were the case if you’re a. Something they might need soon and soon can vary it’s going to vary you don’t want to be a pest like the people that e-mail me every day I have started to have an internal discussion that some of those people are going to get opted out from.

It sort of depends Here’s my suggestion if you ask that question if you’re curious we go to go to a free marketing consultation dot com Let’s have a a real conversation for a half hour and and we can probably give you depending on your business and how big your list is.

Give you a much better answer for that so I want to she thought she had a follow up question so I kind of want to address right if it’s not someone you just met I can tell you what we do right if we didn’t just meet you if we if we met us at some point and you were on not follow up with you ask for something we followed up if we met you at some point you weren’t interested then but you were interested in receiving more information from us then you will get an e-mail whenever we launch a new blog so every we used to be much better is the every week or so now we’re doing so many other things that we don’t always do a blog every week maybe every other week maybe is once a month.

So you’ll get that when ever we when we were doing our podcast you would get an e-mail that said hey there’s a new podcast that dropped that would be every week so now would be the view cast which whenever there was new information to share and it tended to be about once a week.

But that might not that might not be right for your hair is and it might not be right for your list size which is why Hank said and I’m going to put put it in here you’re all welcome to schedule 30 minutes I’ll put the link in here in just a 2nd and understand it it does matter it does make a difference of what you’re selling you know we’re business coaches and the other thing it makes a difference in how often are you creating content which is a whole other weapon are.

The kind of content are you blogging are you know how often you’re on social media I mean how often are you creating content we create a lot of content I mean we have a new blog every week.

Every 2 with the most. We’re now I’m going to have you cast we’ve got we launched the new View cast with 3 episodes and we have another 7 or 8 ready to go so we’ll probably put 2 of those out a week for the next month.

But we’re used to it and we teach our clients get used to creating a lot of content for your Harriet. One of the things and let’s take this another way one of the reasons you create a lot of content for your website new blogs is that you’ve probably heard of this thing called Search Engine Optimization.

That most people want to charge you a $1000.00 a month to do something that really shouldn’t be more than $50.00 but I digress. One of the things that helps your website get found is creating content and if you create content you Miles will share it with the world so it gives you a reason to follow up.

Why my 1st job when we go back one of my 1st job out of college was working for for a direct mail shopper called the Penny Saver and I was given a 2 zip code area and my job was to get as many of the businesses in that area to advertise in this weekly shop or so I would have my list I would drop off the books to you know to all of these people every week it was just my sticking my nose in the door now I had no real choice in the matter I only had to zip codes and I was limited so I might as well be a little bit of a pest I was also 24 and I’m on you know I had not been a you know been no abused my job before that I worked on my college newspaper I was number one in sales one year in the admin job the other year so I was really good at selling that particular product to businesses that want to do talk to college students so we had great product for so.

Following up really quite often I didn’t follow up in college as much as I did afterwards I became much more know deaf as it goes so some of the some of the myths that are stealing your sales in these are follow up myths most the time.

First biggest myth is that gifts always work so following up I think if you can mail gifts to people well that’s nice but it really should relate to your business you know for example sending them watches and gold plated toilets just you know that don’t relate your results of course results with it’s.

It doesn’t really work we would prefer that the gift that you spend be something more along the lines of what you do now you may not have published 6 books get that but you might have a white white paper Yes And let me be an example this morning in a networking group there were in one of the people that was talking was the accountant that’s him in the group and one of the questions was hey what do you have to report on your taxes what income do you what are the different things that you have to report on your taxes and I wrote that down because that is a really good report if you’re a tax person hey get our free report here are all the things that the i.r.s. considers income you know how to avoid an audit get our list make sure you’re boarding properly I in my mind I thought yeah I would give my e-mail address in exchange for that report I would be I totally want to read that report so I’m going to send an e-mail to the the account that was in our and that’s in our group and share that with her.

What what will your Harriet be willing to give you her email address for what information what’s the cool thing on our website at you off creative Right now our free report is a free se or part of your website and that works really well we also have one he would you like to know that our favorite are 10 favorite online tools marketing tools and we kind of rotate those through so what’s the freebie What is the report what’s the gift and you don’t have to just send it to them but say hey if you like it send an e-mail you know make sense.

Switch now so there you go. Second myth you’re man you’re afraid to be different really stand apart I because I’m so which is live on. Talk about talk about the the garage sale so this is.

This is quite quite the trick especially during this cover time so I was a still photograph so you can probably do this in your own. Closet by the way so you go find the low worn shoes right not those that are really worn the holes in the soles are right not those you know maybe you bought them they were 1st Pacific outfit they thought they looked cute but then they’re not as comfortable as you thought you were right mostly right guys I don’t.

Know I Don’t do that it’s just a girl so you know we don’t we buy shoes that work but they don’t always work I do it. You say the shoe to your prospects right I just want to get my foot in your door that kind of thing so that’s a way of sending it now this work for me.

Even with a really large radio station I wanted to sell promos to them this was years ago. I kept sending shoes to the Director of Marketing there and I finally got a phone call all right you finally hit my size right get your bleep.

Over here it was in radio and yeah so is it and make sure you bring the other shoe because you only said what you know what once you’re not one payer a single shoe so if you can get the right size from their assistant You get bonus points and this is this is why we say go to the garage sale because somebody selling a whole bunch of shoes or look I’ll give you 5 bucks for 20 pairs Ok so now you’ve got something really inexpensive you put them in a box and you send it out.

But yeah find the find the the newer They are the better that will work doggone it this is just annoying me so get your foot in their door this is a more effective thing than you than you realize and it’s just kind of.

Number 3. If you’re working remotely You should always be closing you know we talked about that a little bit. How we don’t always we’re not we’re not the closers we are we are not heavy hard closers because offering this speaks to you then great but you have not then that’s why it works best for us one of our the tools that we started using again would give you this is this is a direct mail letter this is called the blah blah letter.

I got this from someone that helps people write and publish their 1st book and he says I got on his list I’m happy and he sent it to me and I read it well this is brilliant I called him Now we had we were like 3 books in.

So I wasn’t his Harriet. People have never written a book he wants to rule he wants to start them with better behavior in the beginning and I was already ruined.

So I said it’s totally fine we ended with a wonderful conversation I praised him on the blah blah letter and and I asked him I said Can I talk to people about this going to show he said yes just take my name off it so I can’t tell you who he is because I don’t really know why but because I want to give him promo so most of the time you’ve been taught to write a sales letter prose what you really want to do is give them like 6 or 7 bullet points write so on the blah blah letter that’s all you’re doing blah blah blah Hi My name is blah blah blah blah my company does this and we want to send you some free stuff well blah blah blah blah blah blah blah blah blah.

Talked about our experience blah blah blah 100 is myself and 3 for gaffes and here’s my phone now on the back we explain it a little bit more but this is the blah blah letter you don’t have to be a really great writer to get a direct mail piece to your targets you just have to have several really good bullet points that are going to attract serious attention like that’s cool.

Still not men let’s go get the new one you want I know this is this is another follow up piece that we use every time somebody has ordered a promo product postcard on the left and one of the right is one that one of our clients sends out there during cleaners best trained cleaner in Los Angeles the drain the drain co dot com.

This is a follow up letter they send now how you write these can make a difference if you if you really want information if you would like it to.

Give you. Generate more referrals you can write it slightly different. So follow ups are always important if you’re selling a product and a service you should be following up with people.

Number 4 social 1000000 or yeah. I talk for a living I’m going crazy for social business it costs and my thought is not your silver but here you can do is what Thanks.

I can do both got it. Don’t laugh at me. Yes I’m going to I’ll get you I can’t talk and we at the same time it doesn’t work so social media is not your silver bullet I honestly there is not one no marketing tool there is not one follow up tool that is your silver bullet for everything it’s there just isn’t I wish I could tell you that there is this is the one thing focusing fail right even if social media were your one thing right oh my goodness I do also on Instagram I don’t know an example right God forbid the power goes out right now you can’t post Instagram and doesn’t have to be your power and you don’t have anything else right that’s your one thing so.

We we don’t advise that you rely on any one thing as your silver bullet. Some sales band just love to add text and text and more text fancy words that sometimes only make the important idea to get lost Yeah that’s why that was all it works really well exactly exactly totally understand and and understand like you know I’ve written some of those letters so let’s let’s let’s see if it works go in advance one.

Technical challenges beyond our control. So many of our clients when they come to us and they want some help with social media.

They are a bit overwhelmed by all of the different social media channel channels and there are more and more right coming online. They don’t know where to start so what we say is Member way back at the beginning of this weapon are we talk about Harriet what we refer to Harriet a lot so where is Harriet What’s her favorite social media channel that’s where to start not necessarily your favorite I mean it may be the same which is awesome of a line right SAGAL But if it’s not the same that’s where you would recommend that you invest your time where is Harriet spending most of her time now if you’re really confused then.

Right now today we would say you’re Harriet’s probably on Facebook even if you tell you she’s not somebody is at home is on Facebook and she’s looking over their shoulder so we would say Facebook if your ideal client your Harriet is a professional then we would say add Linked In professionals are on Linked In to do business they are not on Linked In instead of Facebook it’s in addition to Facebook they tend to be on Facebook to follow up with friends and family grandkids kids that sort of thing.

But there they do the business stuff on Linked In So if your area is professional then we would recommend that you add Linked In. As the example. And what do you do yes share your testimonials your video testimonials share them on social media refer your your clients and your Harriet’s write if you want referrals refer it is it is not a one for one we can promise you that if you refer Jane Jane or refer you what we can say is if your referring the universe tends to help others refer you as well it’s it there’s just something about the energy exchange and mention that Jeff mentioned strictly shout outs for example I think.

Our arborist. Man who takes care of our trees came out with a question about one of our trees so he came out and I took 3 or 4 photos of him I put those on Facebook and say hey thanks to Larry super trees tree service came out check some stuff for us so.

Just mentioning shout outs always works you know it winds up being kind of like a referral but but as more subliminal Yeah every time we go to Red Rock Cafe our favorite restaurant here instead we go to Red Rock Cafe every time we’re there you know I’ll do the some picture of how great food looks or I’ll do some comment this was awesome so glad to be here why because we want more people to go to Red Rock f.a. so they survive.

We may. Never board. With the other direction didn’t really. Oh wow so brand new clicker sorry Well that’s all well so the so the arrow that points to the back is forward brand new clicker.