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Your web business probably gets product inquiries from potential customers around the globe.
Inquiries come via e-mail and your web site, and you try to send information to each hot prospect as quickly as you can. You know that you
can drastically increase the likelihood of making a sale by satisfying each person's need for information quickly!
But, after you've delivered that first bit of information to your prospect, do you send him any further information?
If you are like most Internet marketers, you don't.
When you don't follow that initial message with additional information later on, you let a valuable prospect slip from your grasp! This is a
potential customer who may have been very interested in your products, but who lost your contact information, or was too busy to make a purchase
when your first message reached him. Often, a prospect will purposely put off making a purchase, to see if you find him important enough to
follow up with later. When he doesn't receive a follow up message from you, he will take his business elsewhere.
Are you losing profits due to inconsistent and ineffective follow up?
Following up with leads is more than just a process - it's an art. In order to be effective, you need to design a follow up system, and stick to
it, EVERY DAY! If you don't follow up with your prospects consistently, INDIVIDUALLY, and in a timely fashion, then you might as well forget the
whole follow up process.
Consistent follow up gets results!
When I first started marketing and following up with prospects, I used a follow up method that I now call the "List Technique." I had a large
database containing the names and e-mail addresses of people who had specifically requested information about my products and services. These
prospects had already received my first letter by the time they requested more information, so I used the company's latest news as a follow up
piece. I would write follow up newsletters every now and then, and send them, in one mass mailing, to everyone who had previously requested
information from me. While this probably did help me win a few additional orders, it wasn't a very good follow up method. Why isn't the "List
Technique" very effective?
The List Technique isn't consistent. Proponents of the List Technique tend to only send out follow up messages when their companies have "big
news".
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