I was at a national fitness conference a few years ago.
I remember very little about the content of the conference, a topic for another time, but I remember one vendor very clearly. It all had to do with the actions he took.
In my last email, I wrote about collecting new leads. If you missed it, you can catch up here.
I also mentioned that if you don’t do anything with the new lead, you’ve wasted a huge opportunity.
The vendor at the conference was nice, pleasant, and he had a quality product matching his quality personality. We exchanged cards and expressed interest in staying in contact.
Ok, that has happened so many times, but what happened next is very unusual.
The next morning I checked my inbox and was surprised to see a message from my new contact. It was warm, welcoming, genuine, and more. I’ll get to that in a minute.
We meet people every day. Some are potential new businesses for us. But little, if anything, happens after the initial contact and there is no new business.
Not everyone is ready to buy our products or services right away. In fact, only a small percentage are ready.
Our first contact with our prospects needs to meet certain criteria. Besides being personable, our best first contact extends something of value to our prospect.
It’s not about convincing someone we are the best thing since sliced white bread (where did that saying come from?) We need to give first.
Something of value might include a short report, a link to a piece of content you have posted, or a short video you created. The options are unlimited.
Your shared content positions you as an expert and more importantly someone who cares about them and the challenges they face.
I like to call these reports, links, and videos your marketing assets. Share whatever you have with your new prospect and watch your business grow steadily.
The man I mentioned at the start of this email is now the CEO of the company he represented at that trade show. And, as you can probably guess, the business has exploded under his leadership.
I stay on his mailing list mainly because I enjoy witnessing his growth and the growth of his company.
Following up effectively is so easy to do if you have a plan and use the plan at every opportunity you get.
Remember you get results if you take immediate action on your idea!
