Back

6 Steps to Creating a Client Getting Follow-Up System

August 9, 2012 | Business | Beth Schneider

We were flooded with so many of you taking us up on our invitation to talk! I'm flattered and Dana is diligently working her way through contacting everyone. It's not too late, if you think you'd be able to grow your business faster and more successfully by working with our experienced team, then be sure to throw your name in the hat by requesting your 30 minute Success Session at www.processprodigy.com/consulting.

I have so much to share with you this week. Two-for-One tickets to the Double Your Profits, Double Your Time Off Intensive are only around till the end of this month so grab a colleague, split the cost and come build your success systems with us in Los Angeles. The February event was so powerful for the attendees that l I decided NOT to wait until next year to do it again. But don't take my word for it, see what a bunch of people who were there have to say at www.processprodigy.com/double.

Oh and I have an exciting announcement about something totally new and cool that we are launching next week. The big announcement is coming tomorrow so you'll just have to wait.

In the mean time check out this week's article about creating a client getting follow up system.
Beth

6 STEPS TO CREATING A CLIENT GETTING FOLLOW-UP SYSTEM

By Beth Schneider, Process Prodigy

I know you know what follow up is. But where you may get stuck is laying out all the steps to create a dependable system. Here are 6 steps to help make it simple to follow up with people that you meet and turn them into clients.

Step 1: The Three Stages of Follow-Up Most people lump all kinds of follow up into one giant bucket. Well that gets tricky and confusing quickly. Start by understanding the different stages of follow-up. I like to break the follow up into 3 stages...

1.Pre sale (When you are grabbing the potential client's interest) This typically occurs when you are dealing with people you meet at seminars, networking meetings or on-line social networking.

2.During the Sale (When you are looking to hook the potential client) This typically occurs when you are following up with folks who came to a teleclass, webinar, sales/strategy session or sales meeting.

3.Post Sale (When you are looking to keep the new client or get old clients back) This typically occurs when you are handling client renewals, up-selling into other products or services or when asking for testimonials and referrals.

Step 2 - is to identify which of the follow-up stages will be the focus of your campaign. This will help you to identify the appropriate pieces that are needed for each particular campaign. List what you need to do and what you need to know.

Step 3 - Choose your tools. How will you keep track of everything? Do not try to keep it all in your head and stop moving your important data from tool to tool. Consider a "two-pronged system"... know where the data is coming from and where it is going. Have just one Master tool.

Step 4 -Identify what items are necessary for each follow-up sequence. Because most people typically say "no" 7 times before they say yes, make sure that you have 5 -7 items in each sequence. For example:

•Nice to Meet You Note or email - handwritten notes have great impact
•Short video or webpage with a similar message (Keep it personal)
•Let people know what else you have (products and services) and how they can get it.
•Send out an information update letter
•Pertinent news article
•Formal request for a testimonial or referral
•Webpage to direct current clients to what you want them to know

Step 5 - Put your items into a sequence... what happens when? Be specific about what happens on Day 1, Day 10 etc. Set a schedule.

Step 6 - Decide who does what and what tools will be used to record and maintain data. Consider using tools that will enable you to automate your sequence.

ALWAYS KNOW WHAT YOUR CALL TO ACTION IS and have a plan for addressing it.

****************************************************************************

© 2012 Beth Schneider, Process Prodigy, Inc.

Want to reprint this article? Feel free as long as you include the following: Beth Schneider, President of Process Prodigy Inc., www.processprodigy.com, along with her team of highly sought after operations consultants, reveal the insider secrets billion-dollar corporations pay thousands of dollars for. Specializing in process creation, Process Prodigy tools and techniques have helped entrepreneurs increase productivity by as much as 600%, and revenues by as much as 250%. Visit http://www.processprodigy.com/ and grab your FREE systems starter kit valued at $297.00.


Leave a comment