Is there really a #1 secret in making more sales? I believe so. You see, nothing happens unless there are sales.
I made a sale yesterday. It was awesome. Here is what happened. I wrote a blog post about landing pages. Decided to send a newsletter to a segment of my email database.
I emailed some information. Had two phone calls in December were we spoke about how I can help them.
From there 20 follow up emails. Not one a month. Rather 7 a month (20 emails over 3 months) . The number of touch points has increased SUBSTANTIALLY over the past couple of years.
I also realized you MUST provide value in your follow up. It does not make sense to just try and sell on the email. Give value.
Here is what I have learned over the past couple of years:
- Sales come from giving value first. This builds trust. If they trust you; the sale becomes a lot easier.
- Create various value adding resources. This includes blog posts, emails, videos.
- Use re-marketing as part of your follow up process. Follow people around on the webs.
- Automate. You cannot do everything yourself. If you need to do something twice, automate it!
The #1 secret in ALL of this, FOLLOW UP. Yes, more sales are made in follow up than the first connection.
Last year, a lead came in. This was January. We only did a deal 6 months later. 6 months of follow up. Emails, phone calls and advertisements.
Another client took 2 years. 2 years of follow up. Yes, sometimes it takes that long. Sometimes it is a LOT faster.
Most business have WAY too little resources and value ads. This is part of your marketing follow up process. Add value first.
What many people never realize is these resources become MICRO ASSETS.
What is an asset? It is something that puts money in your pocket.
What is a MICRO ASSET? It is a small resource that puts money in your pocket. Here are a couple of examples:
- White papers
- Lead Magnets
- Blog posts
- and many more!
You get the idea. The more of the micro assets you introduce in the market; the more value you add, the more the market will appreciate and value you and the more sales you will make because of it.
These micro assets become part of your sales follow up process. You slot them in where they are needed the most.