Have you checked in with your past clients lately? Or how about all those leads that never went anywhere?
How’s your sales funnel looking these days?
If you don’t have a good answer for any of those questions, may I suggest you get to work on creating a follow up process to ensure you don’t lose track of any of those folks who may be interested in doing business with you?
Any sort of business relying on lead generation as a source of revenue should absolutely have some sort of sales funnel in place as part of a follow up plan.
Sales funnel? Lead generation? This sounds fancy and like a lot of work, but doesn’t have to be.
Essentially, when I talk about a sales funnel, I mean coming up with a way to categorize your prospects. Those who approach you for information, but never get back with you? Those would be cold leads. Those who approach you for information, and you have a back and forth conversation or two? Those would be warm leads. Then when you actually have one of those leads become a client? They become…well…clients.Turn cold leads into warm leads ... and then into clients!Click To Tweet
No matter how many clients you have, you can’t forget about all those old leads. You have no idea what may have happened in their business, or in their lives that prevented them from contacting you again. So, it’s up to you to follow up and see if you can help them several weeks, months, or perhaps years after you first heard from them.
There are dozens of CRMs (Contact Relationship Management) programs on the market that streamline this process for you. My goal here is simply to make sure follow up is on your radar.
I challenge you today to go through your email from past and prospective clients to see if you’re leaving money on the table. Go ahead and take the time to make a list of those old leads and make a follow up plan!
Now whatever you do, don’t contact those people and just say, “Hey, want to work with me now?”
Just kidding, I know you wouldn’t do that.
You have to offer something of value if you want to grab them in that warm fuzzy center of their heart where they say, “Aww…so and so was thinking of me!”
For instance, do you have a new info product they might like? A spring promotion they’d be interested in? An upcoming webinar or event they might enjoy? A special blog post full of value and benefit? Make the point of contact about them, and you’ve already gotten a foot in the door.
We’re all used to companies selling us to death these days. How would you feel if a business owner contacted you out of the blue just to pass along a great piece of information, or a cool new resource…no strings attached?
I bet it would make you consider working with that person, wouldn’t it? I thought so!
I’d love to hear your ideas and see what kind of “something of value” you come up with to get your sales funnel going. Leave a comment and tell me all about it!
Also published on Medium.