Follow the Rabbit Trail

<p>In this episode, I want to talk about how you make sure you are avoiding the pitfalls many of us, including me, have fallen into, and how to implement an effective strategy for both prospecting, follow up, and growing your business.</p><p>When we first started out as a company, as I mentioned in a previous episode, we did cold calling for our clients, and that was it. We’d take either their call list or generate one ourselves, and have our callers generate appointments or leads and email the info to our client - and that was the end of our job.</p><p>Sometimes you can learn more about what product or service you should be selling by talking to your clients or observing their behavior than all the brainstorming you and your team can do. They will tell you verbally or by their actions what they need from you, so all you have to do is listen, build the product, and boom your client’s needs are filled instead of trying to stuff your existing product down their throat whether they need or want it or not. </p><p>We found that when we set up an appointment or generated a lead for our client and emailed it to them, oftentimes, they did nothing with it. We realized that once we handed out a lead or booked an appointment, they rarely did any follow up. </p><p>We decided to provide them with prewritten marketing materials in the CRM we built for them, but. we quickly realized that even though they had the capability to follow up and send out things, they were either scared, intimidated, or too disorganized to do it.</p><p>To solve this problem, we took it to the next step, and set up automated email campaigns for them using their personalized marketing materials including a mix of value added content and text based emails. This significantly enhanced results our clients were getting because some level of follow up was being done.</p><p>However, once again, our client’s behavior told us they needed more. We noticed that when we would send out automated email campaigns using the return email address of the client so they w