Follow-Up or Lose Out Volume 1: Prospects
You would be amazed at how a little attention can go a long way in closing new business. Today I want to share two ideas that have worked for me.
The one-week note:
After I speak with a prospect (and take great notes in the CRM during the call), I set a Task to follow up the following week.
To make this quick, I use a pre-made e-mail template that has three elements:
Thanking the prospect for the time and consideration.
Relaying my confidence that I can help them with their needs. Be specific here. Refer to your notes and say back to them what they expressed as their burning financial questions.
Ending by saying there is no rush or pressure to make a decision, but I wanted to let them know I am interested in working with them.
This little note that takes 30 seconds to send gets a lot of positive feedback from prospective clients.
I used to also do a 6-month follow-up for prospects that hadn’t converted to clients, but also hadn’t said “no.” I stopped doing that because I didn’t seem to get a lot of responses. I figure they know I’m out there still because of Idea Number 2 below.
Automatically Add to Mailing List:
You are reading this blog, so you must be a master marketer sending out a regular e-newsletter. Good job, you!
The “price of admission” to even schedule an initial call with you – whose time is valuable – should be that the prospect gives you their name and email address. This info should be immediately added to your e-newsletter list.
My process goes like this:
Client clicks on the “Schedule an Initial Call” link from my website and sets up a prospect call.
The Calendly system captures their name, email, and phone number and automatically adds it to my MailChimp account.
The client answers a question about whether they are quickly approaching/in retirement or if they are in wealth accumulation mode.
The Mailchimp system automatically sends out a message based on the prospect’s phase of life with a little education piece.
The prospect is also added to my weekly general newsletter list.
If creating the content and follow-up emails feels like a lot of work, fear not! Advisor Script has lead generator eBooks and ready-to-go email scripts to make follow-up easier and bring more business to your firm. Check out our store for the latest eBooks!
