Do you need help mastering the fortune in the follow-up?
When I read the question “Do you spend as much time following up with leads as you do generating new leads?” posted by Peter Mohylsky in the Q&A section of ActiveRain, I was SHOCKED! But when I saw all the comments and read more, I just had to write this blog (and so here goes)…
It could take months to find prospects that turn into potential customers and leads but you could lose them in a matter of seconds. As a medical spa practitioner, you are not alone because most businesses (solo, small and large) all struggle with cost-effective ways to advertise and market our products and services.
The key to making money from your leads is an old saying… there’s a fortune in the follow-up.
Here’s why…
The longer you wait to respond to a new lead, the less likely they are to convert to a sale.
YIKES!
In fact, there was a study by Lead Response Management that confirmed the odds of contacting a lead if called within 5 minutes versus 30 minutes of receiving the initial lead actually drops 100 times.
Now you see why the clock is ticking!
Yes, I know there will always be a percentage of curiosity seekers, tire kickers, and time wasters, so you just have to follow-up anyway. That’s why you always have to remember there is a fortune in the follow-up.
Fortune in the follow-up study shows
The study went on to say “Responding to web-generated leads within five minutes = 900% increase in contact rates”. Are you using the right tools to make that happen?
There are plenty of areas in every business where you can use technology to perform routine tasks or automate a process. This is especially true for following up. And believe it or not, there are hundreds of no-cost or low-cost tools available to help you save money and time.
Ready to implement the fortune in the follow-up strategies?
3 Ways to follow-up with your leads FAST
#1- Call – PLEASE people pick up the phone because calling works best. Consumers are so tired of voice prompts and not having the opportunity to speak with a live person. That’s why the Discover Card did an entire TV campaign (you can find it on YouTube) about speaking to a live person.
#2- Text – If you have already made contact with your lead, a follow-up text would be great. You could also use texting to stay in contact and top of mind with your lead. The right tool will provide canned text messages for you to respond quickly to routine questions.
#3- Email – Use email to continue to nurture your leads and add value. Sorry but emailing once a month is not enough. It is your responsibility to stay top of mind. It is not the lead’s responsibility to remember you are there. Don’t worry, If you are adding value with your nurturing it will not be considered noise. Just be sure to segment your list (buyers and sellers) so the right message is reaching the right type of lead.
The good news is you can do all these on your phone. That’s why it amazes me how many agents don’t follow-up as soon as possible. Which could be the reason why the perception of the quality of online leads is so low.
No doubt about it, you need a plan for following up with leads or you are wasting time and money. I’m sure you’ll agree, it is all a numbers game.
Want to Learn Medical Spa Marketing?
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