Are you following up with your leads?

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When you talk about business, you often hear people going on about “location, location, location” being a very crucial factor!

Right, I’ve no doubt in my mind that location is extremely important.

Now I will like to give you another similar catch phrase - “follow up, follow up, follow up”! 

Following up?

“Is it necessary?”, you may ask.

Two words - you bet!

Here is why.

1. People don’t usually buy on the first time they are being introduced to a product or service. They want to consider many factors such as cost and benefits first before making a decision.

Sometimes, along the way, they may just forget about the whole thing, and there you have it - a lost sale if you do not take any follow up action on it!

It’s been proven that a sale is normally made on the third and fourth follow up on the lead. You refresh their memories, clear their doubts and remind them just how good your product is. When they start to enquire more, this will be a hint that they are getting interested, and you can then aim to go in for the kill.

2. Following up on people can sometimes make them feel special. At least it is, for my case. You are basically telling them that they are important to you. You don’t just disappear after telling them once. You are taking the trouble to follow up with them, and to clarify whatever doubts they have.

Personally, I had someone who followed up with me a few times with regards to a product I came across. I didn’t really had the intention to buy it, but with her follow ups, I started sitting up and taking notice, impressed by the fact that she made the effort to refresh my memory about the product and took the time to answer my queries.

So she ended up with a sale in the bag. A sale that would not have been possible if there weren’t any follow ups then.

Let me give you an example of how some people do an e-mailing follow up for selling of a product.

First email - Introduction and listing of benefits.

Second email - Giving a deadline offer and reminding them of the value of the product, followed by throwing in of a FREE report or offer to sweeten the deal.

Third email - Making a last minute reminder that the deadline is approaching and it is their last chance to make a purchase and enjoy all the benefits the product gives.

Simple yet effective!

This is just one example but there are other ways to customize your follow up campaigns. Use your creativity and do whatever is necessary to make them remember your product or service.

Emailing is one of the best way to do follow ups. It is a cheap and efficient marketing method. An essential tool you will need is an autoresponder and you can find out more about this in a post that I’ve written not long ago.

Follow up today and watch your sales escalate dramatically.

Do remember to give me a treat if that happens!

Dude…they say “Location, location location” only when buying property. Not business per se…just thought I clarify that. =p

Hi Alvin,

My bad! Yes you are right.

Just that at the point of writing, I was putting myself in a shoe of a business owner (eg. restaurant owner) looking for a place to set up my office (in this case, restaurant).

Business-wise, I will like as much human traffic as possible, hence location is important to me just as it is to a property buyer.

Anyway thanks for pointing that out. Your name sounds familiar to me. From ProjectSenso?