FIXING FOLLOW-UP FAILUREStrategies to Convert your Lead Graveyard into a Gold Mine

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• Located in Chandler, AZ (Just outside of Phoenix)

• Over 12,000 customers• Over 40,000 users• Over 75 countries• 379 employees • Over $39MM in sales

(2012)

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We Believe in People and their Dreams!

We Believe in People and their Dreams!

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Follow-Up Failure

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Is your lead tracking system disorganized? Does it take longer than a day or two to get back to

prospects and clients? Ever forgotten to follow-up? Ever gotten too busy to follow up? Ever let a good lead fall through the cracks? Do you think people will call you back if they’re ready to

start working with you? Are you afraid of coming across as PUSHY if you follow up

too many times? Do you mark leads “dead” before contacting them at least

7 times?

Suffer from Follow Up Failure?

HEADER TEXT Suffer from Follow Up Failure?

Give yourself one point for every “YES” response

If you scored more than 3 points, you are in the right place to

FIX YOUR FOLLOW UP FAILURE

HEADER TEXT Why Don’t Companies Follow Up?

• Forgetfulness• Focus only on hot leads• Let good leads fall through cracks• Think people will call them back• Don’t want to be pushy• Unaware of the impact following

up can have on their business

HEADER TEXT Follow-Up Failure is Expensive!

67%----------------------

80%

HEADER TEXT How Many Calls?

81% close after the 5thcall

10% close on the 4th call

4% close on the 3rd call

2% close on the 1st call

3% close on the 2nd call

HEADER TEXT When Do They Quit?

10% quit after the 5thcall

6% quit after the 4th call

12% quit after the 3rd call

48% quit after the 1st call

24% quit after the 2nd call

HEADER TEXT Typical Sales Process

Day Week Year

Total Leads - 10 502500

Closed 15 250Warm Leads 1 5

250

Cold Leads 8 402000

Sales $500 $2500$125,000($500 per sale)

HEADER TEXT The Big Question!

WHAT HAPPENS TO THOSE

2000 LEADS?

HEADER TEXT The Big Question!

HEADER TEXT The Power of Follow Up

Day Week Year

No Contact Leads - 8 402000

Follow Up on Leads 1 8400

(20% conversion)

Sales $500 $4000 $200,000($500 per sale)

Increased ROI 260%

HEADER TEXT The Best Part about these Leads?

• No additional marketing• No additional advertising• No additional prospecting

HEADER TEXT How Do I Follow Up?

Stay top of mind

Provide lifetime value

Educate your prospects

Maintain ongoing contact

HEADER TEXT How Do I Contact Them?

Almost ANYTHING Else!

Phone

Email

Direct Mail

HEADER TEXT What Should I Send Them?

Almost ANYTHING Else

Video/Podcast

White Paper

E-book

HEADER TEXT Example #1 – Website (no follow up)

HEADER TEXT Example #1 – Website (with follow up)

HEADER TEXT Example #2 – New Customer (no follow up)

HEADER TEXT Example #2 – New Customer (with follow up)

HEADER TEXT New Customer Follow Up

Ask for referral

Cross-sell/upsell

Send “thank you” note

Send customer survey

HEADER TEXT Example #3 – New Lead Campaign

HEADER TEXT Benefits of Follow-Up

Builds a profitable company

Grow your business w/o growing your staff

Convert more leads into sales

More repeat sales from clients

HEADER TEXT Take Your First Steps

Find a system to automate your follow up

Make a commitment to following up

Create a follow up program

Multiple-System Chaos

Disjointed systems. Manual work. Lost opportunities.

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HEADER TEXT All-in-One Sales and Marketing Software

HEADER TEXT Infusionsoft

Curious?Intrigued?Interested?

FIXING FOLLOW-UP FAILUREStrategies to Convert your Lead Graveyard into a Gold Mine