Before the Internet, I collected leads the old-fashioned way – on paper. I kept them in a recipe file box with 2 types of tabs: months of the year and numbered days of the month. After doing a talk or going to a networking event and collecting contact information, I filed these paper “leads” into my file box. This paper system reminded me every day about who I needed to follow-up with so I could move my business forward.
And it would have worked, but here’s what happened.
Between the weekly talks and the networking, I added 80+ people to follow-up with every month. I put a huge amount of time into talking and networking and thought people would simply beat a path to my door. They didn’t.
As Stephen Covey says, “Most of us spend too much time on what is urgent and not enough time on what is important.” Count me in the “urgent” group. I was spending so much time talking and networking that I didn’t always take the time to follow-up with potential clients.
When I did, I followed-up by phone. If I wasn’t able to reach the person on the first try I moved on to the next. Then I’d get busy and all those leads got moved into the next day and then onto the next day, so by the end of the week, I felt like Lucy and Ethel in the candy factory.
Why should you care? There’s absolutely NO excuse for this to happen to you … today… with all the electronic tools, apps, and automation available. If you have leads hanging out there that you haven’t added to your database, you need to DO something with them today.
When you’re proactive, collect as much information about potential clients as possible, and keep in touch with them, you’ll be able to make offers that actually convert. And when they “think organizing”, the first person they’ll think of is YOU.
Here’s what to do:
- If you haven’t done this already, create a database of all your leads.
- Subscribe to an email service like AWeber, Constant Contact or Mail Chimp (they all offer FREE trials).
- Load your database into the email service. Tech-challenged? Call Customer Service and get help. (I use AWeber, very helpful and they worked with me until I understood exactly what I needed to do)
- Schedule your first email campaign and see who signs up for your Newsletter or regular mailings and who doesn’t.
Then, after your first email, call and PERSONALLY email two unconverted prospects every day. When you create this daily habit, Salesmanship 101 says you’ll get 10% of them to say “yes.” I’ll bet you”ll get more!
Bottom line: Don’t let the leads that you work so hard for slip away from you. There are relationships to develop and there’s money to be made! When you over-deliver on your service and continue to develop relationships with potential clients both on and offline, you WILL be their go-to organizing solution.