If you closely
examine your sales follow-up habits, what will you find? Do you follow up
regularly with prospects, consistently keep in touch with clients and stay top
of mind with those who could help your business? If not, here’s an easy,
affordable answer to your dilemma.
Most sales are made after the
7th “no” – Jeffrey Gittomer
In fact, 98% of all sales are NOT made on
the first contact. A study done by the Association of Sales Executives revealed
that 81% of all sales happen on or after the fifth contact. According to Jeffrey
Gittomer, author of The Sales Bible, it can take between 5 to 10 follow ups with
a prospect to make the first sale. If you’re only following up once or twice,
imagine all the business you’re losing. Not following up with your prospects and
customers is the same as pouring time and money down the in the drain.
Why bother?
Generating sales leads, making sales calls, meeting new
prospects and cultivating referral sources is time consuming and expensive. If
you don’t follow through and build a relationship with those people, why go to
the trouble and expense in the first place?
The truth is that most small
businesses do not sufficiently follow up with prospects or stay in touch with
customers on a regular basis. It’s not that they don’t have the capacity to do
it, but they don’t have a system in place to do it automatically.
Follow up = increased profit
Consistent follow-up generates an on-going,
profitable stream of new customers that make purchases and refer other customers
to your business. Companies with a consistent follow-up system in place
experience higher conversion rates and more referrals than those that don’t.
How important is it to follow up and stay in touch?
• A 5% increase in
customer loyalty will yield 20% - 80% to bottom line profit.
• Up to 19% of
additional business is lost because we don’t ask for referrals. But,
opportunities are never really lost, they just go to someone else.
• The
average company looses 52% of customers every 5 years. What's worse is the cost
of replacing those customers can be 6 to 7 times more expensive.
• What’s the
#1 reason customers leave? They forget about us.
• What’s the #2 reason?
They feel we took their business for granted.
How to recognize a good
follow up system
A good follow up system should have three attributes:
1. It should be systematic, meaning that it’s a process that is done the same
way every time.
2. It should generate consistent, predictable
results.
3. It should require minimal physical interaction to
make it run, meaning it
should be able to run on
autopilot.
The secret to following up
The secret to following
up is to create an automatic system, so you don’t have to lift a finger but the
job still gets done. With today’s technology it’s simpler than ever. Automating
your follow-up processes gives you more time to work "on" your business rather
than "in" your business.
The Ultimate Greeting Card Marketing System
In 2007, we developed a follow up system and implemented it in our marketing
business. The system is powered by a print-on-demand, self-working on-line tool
that sends personalized greeting cards and post cards in your handwriting, with
your own signature, through US first-class mail. No minimum quantities are
required.
Our results were quite impressive. In fact, within 3 months of
sending our first greeting card mailing, we generated an addition $40,000 in
revenue. Since then, we have helped numerous small businesses, independent
professionals, churches, ministries and other organizations across the country
successfully put the greeting card marketing system into practice.
Greeting cards as a marketing tool
Personal, heartfelt greeting cards
touch people’s hearts and leave a strong impression that is not soon forgotten.
Many of the greatest marketers of all time urge business people to start a habit
of sending out sincere cards.
“Short handwritten notes yield long
results. In sales, never underestimate the importance of the personal
gesture, and right at the top of the list of effective personal gestures sits
the handwritten note. Always send memorable cards and personal notes when you
are reminded of a person.”
Harvey Mackay
“Because I understood
that building relationships is what selling is all about, I began early in my
career to send thank you notes to people. I set a goal to send ten thank you
notes every day. Guess what happened? By the end of my third year in sales, my
business was 100% referrals!”
Tom Hopkins
“Thank you notes are
one of the most powerful tools in building a huge network, both professionally
and socially. People with the most impressive networks are typically avid note
writers. It's one of the best techniques for long-term winning without
intimidation. I suggest getting into the habit of immediately sending out
notes.”
Bob Burg
“Write old customers personal, handwritten
notes frequently. If you run into an old customer anywhere, follow up with a
handwritten note. In this electronic communication age the handwritten note with
a postage stamp gets more immediate attention than ever.”
Danielle Kennedy
Welch sent handwritten notes to anyone in the company who he felt deserved
personal communication, whether to motivate, correct, or congratulate, from top
management to laborers. Much has been said in business books and magazine
articles about Jack Welch's habit of sending handwritten notes to his GE
subordinates.
Jack Welch
Joe Girard, the world’s greatest
salesman listed in the Guinness Book of World Records sent over 16,000
handwritten greeting cards to past customers and clients every month. As a
result of that effort, Joe became the #1 car salesperson in the entire world for
12 years straight. Nearly every one of his sales came from referrals.
Joe Girard
“What can this greeting card marketing system do for
me?”
This greeting card marketing system allows you to automatically send
greeting cards every month, like clockwork, without you ever lifting a finger.
• Put birthday cards on auto-pilot and never miss another
birthday
• Confirm meetings and eliminate no-shows
•
Follow up after a meeting or sales presentation
• Initiate
a stay-in-touch campaign
• Send appreciation and thank you
cards
• Institute a “Let’s Do Lunch” program - Have lunch
with a least one new referral source each week
• Ask
clients, friends and vendors for referrals
• Thank people
for referrals
And the very best part about this system…
It’s
EXTREMELY inexpensive to use. Is 62¢ too much to spend on prospects, customers
and referral sources to follow up and stay in touch?
Follow up system for trade shows and events
Click here
for a free report
Put our auto-pilot
system to work in your business or organization with a FREE trial.
Click here to send 2 free cards now.
This greeting
card marketing system is a powerful tool to stay in touch with customers,
prospects and referral sources by sending them greeting cards. You can also mail
greeting cards to friends, family and loved ones for birthdays, anniversaries,
holidays, special occasions or just to say hello.
If you haven't heard
of this system, it's a print-on-demand, Internet based system that prints and
mails out personalized greeting cards and postcards in your handwriting, through
US first class mail, for as little as .59¢ each, including a first-class stamp.
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Greeting Card Marketing
Our Success Story
We started using a powerful greeting card marketing system in November, 2007, ago and it revolutionized our trade show marketing business. Within 90 days of sending our first card, we generated $40,000 of additional revenue in our company. We are convinced that it would not have happened without a system to cultivate relationships with our prospects and current clients. We've been using the system daily since then and the results have been outstanding. As an added bonus, the rebates we generate from sending greeting cards pays for our company's marketing budget the entire year.
We've helped numerous small business owners and independent
professionals implement the greeting card marketing system with really
great results. We believe it’s the best thing anyone can do to move
their business forward. And the best part … it’s fast, easy and
affordable for anyone who wants to improve their sales follow up,
remember birthdays and stay in touch with people on a regular basis.
Infinity Partners / P.O. Box 282 /
Brentwood, TN 37024
Telephone: (615) 333-7546
/ E-Mail: Click here to e-mail us now
Copyright 2010 by Lee and Vanessa Lentz, Nashville, TN.
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