The Fortune is in the Follow Up

Recently I was asked to present to a new forming BNI Chapter - What is the #1 Trait of a Master Networker.  Later the same week I attended a ProNetworker meeting and guess what part of the presentation was about?  You guessed it - What is the #1 Trait of a Master Networker.

So What is the #1 Trait of a Master Networker?  The answer - Follow Up.  Sadly though, most people do not do this well as the statistics below show.

48% of sales people never follow up with a prospect

25% of sales people make a second contact and stop

12% of sales people only make three contacts and stop

Only 10% of sales people make more than three contacts

2% of sales are made on the first contact

3% of sales are made on the second contact

5% of sales are made on the third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth to twelfth contact 

BNI conducted a survey for the book Masters of Networking that asked business professionals what the most important traits of a master networker were. The most important trait was following up on referrals. Not giving them, following up on them.

Remember, the best system for following up is the One you're going to use.

There are many kinds of follow-up. You should follow up when you meet a person, not just when you get a referral. Following up is part of building a relationship, not just closing a deal.

Week 20 in The 29% Solution, discusses follow up and how critical consumers are with their expectations.  So, when you meet people networking what is your typical follow up plan?  Is that different when you speak with a qualified prospect?  And do you have a plan for future follow up like a 'drip' campaign?  What does that look like?  And why do we follow up?  The answer - To show we are credible, 'stay in the game,' etc.

From page 115 of The 29% Solution ..."Good follow-up is not just doing what is required or what you've promised to do.  It also involves going BEYOND what is expected.  I think we all agree that this type of successful follow up system takes consistent work."

In the The 29% Solution, there is a real simple form called The Networking Follow-Up Report Card, and it's very simple.  Simply just going in to automatic follow up tasks doesn't cut it.  Every prospect is not the same and you have to differentiate and personalize, don't you?  This Networking Follow-Up Report card syas, "Hey, here are the contact names.  When did you first connect?  What follow-up is necessary?  When did you complete the follow-up?  Did you follow-up after three months?  Six months?  Nine months?  Did you follow up afterwards?"  Any kind of system like that can be very effective to help track the connections and the referrals and the opportunities you have to reconnect with other people.

You might choose something as low tech as a personal note, greeting card, or email an article or podcast of interest or as high-tech as an electronic marketing campaign through CRM program like Infusion Soft, Constant Contact, or ACT.  Regardless you must make sure it fits your follow-up 'personality" of sorts.

To learn more  listen to Dr. Ivan Miser's podcast #290

Become a Master Networker - Follow UP! 

 

Your comments and feedback are welcomed and appreciated.  We would love to hear about your follow-up method(s).

In appreciation,

Annette

Painted Lady Enterprises

'Helping You and Your Business Look Good'

 

 

Enlarging Your Internet Footprint

In today’s digital environment, it’s not enough just to have a website.  There is way to much competition to be expected to be found, much less get business simply by having a website.  Even corporations these days have a full time staff just to handle their company’s internet presence and social media.

But let’s talk about what a small business owner can do to increase their Internet Footprint and increase their chances of being found by those searching for them, i.e. those who are wanting to purchase their products and services.   

Here is a list of 10 things to do to expand Your Internet Footprint:

1. First of all, get very specific about what you are offering in the way of products and services.
2. Then think in terms of what and how the potential client would search for those products and services.
3.  Purchase Domain Names using the search criteria from item #2.  It doesn’t matter that you have named your business ‘ABC Products and Services,’ you can have multiple Domain Names which point to your website.  I recommend that every business should have a minimum of 5 Domain Names based on how potential clients would search for their products or services.  All these Domain Names can be re-directed to their website.  It’s like putting road signs out on the internet highway.  
4. Get listed in multiple locations.  Set up accounts, i.e. Facebook Business FanPage, Twitter, LinkedIn, Pinterest, Google Plus, *Google Places, YouTube, *FourSquare, *Yelp, *YP Pages, etc.  The more places your business is listed, the more chances you have of being found when people search for your products and service.  (*If you have a physical location, these are a must).
5. Be interactive on Social Media.  Engage your audience.  It’s not enough to just set up the accounts, there must be an ongoing presence.  Depending on your business, post about what’s going on, industry trends, photos of your work, happy customers with your products, videos, surveys, ask questions, run contests, offer specials/coupons, etc.
6.   Also, part of being interactive in social media is liking, commenting, and sharing other people’s products and services also.  Don’t just be pushing your products and services because that is a one way street.
7. Get testimonials about how great your products and services are.  Ask your best clients to write a review.  These testimonials can be written on your Facebook Business Fan Page, Yelp, FourSquare, Google Places, etc.  Again the more positive reviews you have, the better your chances of being found when people are search for your products and services.
8. Become the expert in your niche.  Add a blog to your website or set up a separate site.  Even better than blogging is video blogging.  Short 3 to 5 minute ‘Did you know?’ videos about some aspect of your business.  Post these on a regular consistent basis.  And when you post, make sure you announce that you have posted a new blog on all your social media sites.
9.  Link all your sites.  Think in terms of creating a spider web.  List your social media sites on your website.  Link your Facebook Business page to your Twitter account.  Link your Twitter account to your LinkedIn account.  Also, most other accounts ask for or allow you to list your social media sites.
10. Build your list so that you can keep in touch with your clients and prospects.  By keeping in touch with your clients, they will appreciate the follow up and will always have your contact info should they wish to purchase again or refer you.  Prospects don’t always buy the first time, but by keeping in touch and providing them with helpful information you build your credibility for future business.  I recommend Constant Contact for email marketing and it provides features to link in your social media.

Lastly, if you don’t have the time to do it yourself, hire someone to do it for you.  This list is basically many of the services I offer.  Most of these tasks are tedious and time consuming, but necessary to increase a business’s Internet Footprint.  By getting the help need, you will increase your business which in the long run will be well worth the initial investment.  Contact me today to see if I can be of help with your Internet Footprint.

In appreciation,

Annette

www.PaintedLadyEnterprises.com

“Helping My Clients and Their Business Look Good”

What does Dieting and Marketing have in Common?

It’s the beginning of a new year and most of us have made resolutions both personally and for business, i.e.  lose weight, get in shape, get organized, get more business, etc. etc.  I recently read an article that compared dieting and marketing.  If you want results you have to work hard, be consistent, find what works for you, and stick to a process over a given period of time.  Sound familiar?

Every successful business owner knows that running a business isn’t easy.  Every day there are new challenges and it’s hard to stay on top of your game when you’re juggling so many things.  So what sets successful businesses apart from the others?  I believe it’s Marketing Consistency.  

Many times we see people who want immediate results and try to get them by going to extremes by doing a lot of marketing in a single day, week, or month: sending out massive emails, posting to social media, offering special discounts and coupons, etc.  This usually has disastrous results.  They are dissatisfied because they don’t see the immediate short term results they expected.  Then they give up and do nothing which results in lots of frustration and a struggling business.  

Other times, people only remember to work on their marketing when things are slow.  It seems natural to focus on marketing at these times, however once business picks up they forget about marketing.  This results in another slow down in business which generates a vicious cycle, that prevents a small business from growing effectively.  (kind of like yo yo dieting).

So, what’s the best way to market for a small business?  We suggest stepping back and coming up with a marketing routine/plan that makes sense to you and your small business, based on your constraints and available resources; and then sticking to it.  Set aside time to market or hire someone to do it for you.  It is essential to your on-going business.
So, what and how much time do you really need to spend marketing?  

Here are some recommendations - 

Five ways to stay Top of Mind with Clients and Prospects:

1.      Reach out/follow-up to current customers/clients – Phone calls, thank you cards, email, personal visit, etc.  A satisfied client is your best referral source.  It is very important to stay in touch.

2.      Send out periodic newsletters to customers/clients & prospects at least once per month.  Include helpful tips that pertain to your business.  Perhaps offering a monthly special.

3.      Post useful/helpful information to social media at the very least 3 times per week.  Re-posting articles from other sources is OK too, as long as they relate to your business.

4.      Networking – we recommend belonging to 3 networking groups – 1 closed, 1 open, and 1 community/civic oriented.  Attend on a regular and consistent basis.  Stay visible.

5.      Blogging, particularly video blogging.  This is a great way for people to get to know you, your product(s), and services.  These videos can be posted to your social media sites and in your newsletters as well.

We believe a foundation of marketing consistency is crucial to a business.  When marketing consistency combines with great products and services, you’ve got a ‘recipe/diet’ for success and a boost to your ROI.  Even when you have more business than you can handle, it’s important to stay visible and 'Top of Mind.'  Not doing so can leave a business struggling when it could be growing.  Make it part of your routine.  Put it on your calendar. 

Still wondering how to do it all yourself?  This is our specialty.  Contact us.  We offer a complimentary 30 minute consultation.  Let’s discuss your challenges and see if we can be of help to you and your business.  Call today and schedule your appointment.

Happy Marketing,

Annette

www.PaintedLadyEnterprises.com

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Why Email Marketing?

Because personal one-to-one communication with your customers that's targeted and inspires conversions is hard to beat.

•  It's more personal than social media

• 66% of online consumers check their email account multiple times per day, with 13% of online consumers actually checking their email hourly or more frequently

• Makes it quick and easy to follow up, send newsletters, special offers, etc. 

• Email provides you the most direct line of communication for conversion to sales

• It's also amazingly cost-effective

• Good email content deepens your relationship with your audience, builds loyalty, & referrals

• Email inspires action - conversion rate for email was 3.19 percent, compared to 1.95 percent for search, and just .71 percent for social media

Keep in mind that people buy when they have a perceived need or want.  By continuously keeping in touch, you and your business will be 'Top of Mind' when they need your products or services or perhaps refer you to someone.

www.EmailMarketingMadeEZ.com

Why Constant Contact:

- The Leader in the industry
- Easy customizable templates
- Individualized training, help, support, & coaching
- Integration tools of social media, surveys, event
- Easy to use.  No Technical experience necessary
- Image editing & Storage
- Managing all your contacts in one place
- Easily import contacts from other databases
- Keeps lists current with automatic duplicate checks & unsubscribe removal
- Autoresponder
- Spam checker
- Tools to automate & grow your permission based list
- Real-time Reporting, tracking, & integration with Google Analytics

I am a Business Partner with Constant Contact.  I would be happy to help you get started using this amazing tool.  Contact me today and get signed up to try it for FREE for 60 days. 

www.EMailMarketingMadeEZ.com

Happy Emailing,

Annette
www.PaintedLadyEnterprises.com
"Helping You and Your Business Look Good" 

Getting and Keeping Loyal Customers

 

In order to build a relationship it’s important to stay in touch. This applies in our personal lives as well as business.  Just like we nurture a relationship with a new friend we want to nurture our relationship with prospects so they will become our new client.   In order to nurture that relationship, contact is necessary.   And What's more important the value that contact brings the prospect.

Not everyone we meet wants or needs our products or service….now.  But, if we stay in touch and offer value in our communication, perhaps that will change and/or the prospect will refer us when asked, ‘who do you know who sells…..’

Sometimes people just don’t respond to our time table. People are busy.  Life happens.  People forget. Our priorities are not their priorities.  Building relationships with people and trying to establish a helpful giving attitude will come back tenfold.

We can expand the ways we keep in touch which might include:  phone calls, one on ones,  post cards, letters, greeting cards, emails, audios, videos, etc.  Then mix up the forms of contact creating interest and anticipation and offering value.  Although we may have a lot of information of interest about our business, it is important in building a relationship that we take into consideration the interest of our prospect.  By notating their interests and following up with them with information shows that we do truly care about building the relationship.

Every business and sales person can benefit from relationship marketing.  By building the relationship and keeping in touch with clients is a great referral source. I refer to these clients as a “Golden Referral Source.”  If the sales person builds a solid relationship with their client, found them the perfect, home, car, etc., AND stays in touch with them over the years, they will receive referrals and more business from that client for years to come.

Some companies are cutting their prices to keep clients in today's economy.  If a company has a quality product, outstanding service, is dependable, and has built a solid relationship by staying in touch, then that customer is not going to stray just because they might save a few dollars. They realize that the relationship and service they have received is a better value.  

Here are some ways to stay in front of your clients.

• ·        Follow up with a phone call, offer industry information on a periodic basis   

•       Mailing them something personal not bulk or junk mail.

• ·        Personal visit to their place of business and not necessarily to make a sale

• ·        Be their business partner. Take a personal interest in their success.

• ·        Willingness to help even if there is no monetary gain now

Zig Ziglar says that if you help enough people to get what they want, you’ll get what you want.

Remember that it is more costly to find a new customer than it is to maintain and keep the ones we currently have.   If we maintain 5% of our current clientele we can double our business.  Because they will come back to us time and time again and will refer others to us.  

68% of clients leave because of perceived indifference.

Success is the sum of small efforts, repeated day in and day out.  ~ Robert Collier

In appreciation,

The Painted Lady