Previously, I shared a few tips and tricks for building your pipeline, having 10 touches with each lead, and adding value to every touch you make so that that lead can become a prospect. A prospect is someone that you’re sitting down and talking about your business with, and have the opportunity to convert into a paying client.
I want to share with you different way you can get in front of your leads so that you’re able to share that information with them. In a previous post, I talked about sending them articles that are informational-based, things that might be important to their business, something very personal. You can definitely create your 10-touch pipeline and make it automated, and you can send out information on a regular basis as it relates to your product. Or, you can be a little bit more personal with it.
Here is what I like to do:
- Build out a 10-touch pipeline that gives value as it relates to the product you’re selling and representing
- Intersperse different things specific to that person
- Example: Card – Send them an actual card in the mail. If you met them at an event and took a selfie with them, you could send them a card with their picture on it or with your selfie.
- Example: Article – If they’ve mentioned something about their child’s school, you could send them an article about the school or other activities you’ve discussed. Maybe one of their hobbies is flying airplanes or something similar. If so, you could send them some information on that and then follow up with them to create a better connection.
As you’re building out your pipeline and turning your leads into prospects, you’re transitioning them through the process. After they’ve said “Hey, I’m interested,” and before they’ve booked an appointment, you want to make sure you’re adding value on a regular basis. That’s the entire process. You want to make sure you have your pipeline built out and have your regular value adds that you’re giving them on a regular basis. If you want to be more personal, mail a card or send an article to each lead.
Lastly, you want to make sure that you are hitting them where they take the information. Some people are phone people, so you want to make sure you’re calling them. Some people like to text, and others enjoy communicating on Facebook or Instagram. You don’t know what media channel people will react to most. You’ll even have some people who like physical mail. You want to try different ways of getting in touch with that person, and then you want to make a notation in your CRM, or your client relationship management software, where they actually respond to you the most, whether that be mail, Facebook, text, phone, carrier pigeon, or smoke signals. That way, you will always know the best way to contact that person and the best way to get the best response from them.
