Many of you have written in questions in the last few months and I wanted to answer some of them on the Blog.
Question: How do you know what to write about in your emails every week or month, if you don’t have a product that people use all the time and where do you get your graphics?
Answer: Well this is different for every client I speak to however it all comes down to “what does your client base and/or prospective customer care about in regards to your product or service?” or “what is related somewhat to what you do or sell that you can write about or borrow content from others (or online) about that can tie into what you do or sell and what they care about?”. If you don’t know what they care about then you need to survey them or contact them and ask them to find out. I get most of my graphics from Google Images, they have an image for almost anything you can think up; the rest are photos I take – you always want to have a digital camera with you – you never know when you’ll have a good photo opportunity! (Oh, and/or do my JumpStart Your Ezine Set Up Service!)
Question: How do I keep a prospect interested after the initial consultation or exposure, what methods of follow up, etc.?
Answer: I can’t believe I’m getting asked this question since I preach FOLLOW UP, FOLLOW UP, FOLLOW UP all the time but ok – maybe this person doesn’t read my stuff often enough?? So, yes, consistent follow up, personal follow up and an ongoing variety of follow up is the key – you’ve got to stay ON TOP OF MIND with your prospect or leads or someone else will! It’s different for everyone however I typically will suggest you make at least 8 touches of some kind within the first 2-3 months of meeting a new contact. This includes email follow up notes, handwritten notes, cover letters and sales flyer mailings, postcards, email newsletters (only if they opt-in!), phone calls, face-to-face visits, etc. Yes this is a lot and yes often times this costs money but do you want results or what? You can’t just add them to a quarterly mailing list and send them one email and think they’re going to remember who you are and do business with you??? That’s naive and never base your marketing decisions on what YOU like or don’t like either. If you hate junk mail and never send it because YOU hate it – then GET OVER IT! You might be passing up the ONE thing that WORKS for your target audience! (Do my 1on1 Planning Meeting - it will give you clarity, a clear plan and definite action steps to get moving now with what to do exactly!)
Do you have a question you want an answer to?? Submit it online to me right now!
-Katrina Out !
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Katrina,
Great advice. I like your specific instructions regarding the 8 touches. Pitching to prospective clients isn’t for the timid or weak of heart. But…with practice it does get easier.