Step 1: Overview
It is a proven fact in sales that with no follow up system, no sales! You must have an organized method or system of following up if you want to make the sale. Most sales are made after the seventh no.
It takes 5-10 exposures (follow-ups) to a prospect to make the first sale. Every follow-up is different, and here are a few elements to use as a guideline.
Step 2: Sign up for our newsletter
This is the action step that should take you very little time. You need to sign up for our newsletter. The reason for doing so is to:
Step 3: Send our newsletter Strategies & Tactics to your clients and prospects
We've created a very simple process for you to stay in touch with your clients and prospects. We could have simply had you sign each one up for the newsletter which would automatically sent it to your clients and prospects via our auto responder. The problem with this approach is that it would keep our name in front of them and not yours.
Instead we suggest that you take your copy of our newsletter and forward it on to your circle of clients and prospects and attach a note to each one. You can create a general comment that would go to everybody or you can personalize your comment with each issue.
With this process you are in control. You determine who gets the newsletter and when they get it. For example, you may be going on vacation and don't want to send out the newsletter until you return. This process gives you the flexibility to do just that.
Step 4: Make a list of everybody you want to receive the newsletter.
This is a step that requires a little bit of discipline on your part. When you approach prospects about document imaging and take them through the sales process, you will need to add them to your list to email our newsletter. You need to keep your list current. It is easy to fall behind and then it is hard to bring the prospect back into the sales process.
For example, if it takes three months to put someone into the follow up process, they will question why you are sending them a newsletter now. It is especially problematic if you had talked about putting them on the newsletter and you didn't immediately follow up on your commitment. If that is the case, you just blew it. Your prospect won't believe anything else you have to say.