I want to share with you 4 statistics and I think you’ll get the answer to today’s question from them. Then I’ll share what I do and why I do it.
Why is follow-up vital
80% of sales require 5 follow-ups after the first meeting or conversation.
44% of sales reps give up after 1 follow-up and the average give up after 2.
50% of leads that enter a sales pipeline are not ready to buy in the near term.
On average, decision makers consume 5 pieces of content before being ready to speak to a sales rep.
Do you see a trend yet?
At a bare minimum, you need 5.
For me, I keep following up until I get a “No.”
I’ve heard stories from salespeople who have landed their White Whale with 50+ follow-ups. It’s about persistence and making yourself stand out that often times wins the project.
Why re-marketing ads work so well? No doubt you’ve been followed around the internet like me a few times and then gone ahead and bought that product or service.
In episode 188 - What do you do to position yourself as an expert to leads I shared the results of a Twitter poll that I ran which revealed that over half answered that they did not have a formal follow-up process and 29% had a process that was the “just checking in to see if you got my last email?” follow-up.
In Stop the Cycle, a course that Curtis McHale and I run, you can learn the exact sequence of follow-up, the content within those emails, and how to progress your follow-up sequence so that signing on the dotted line makes perfect sense to your lead as the next step.
A simple follow-up can answer your most asked questions
Here’s the interesting part of all this.
You want to stand out from the crowd, you want to position yourself as an expert to command higher rates, you want to close more deals, and you wonder how many times to “bug” a lead to sign that proposal.
You can kill 4 birds with one stone just by having a simple 5-part follow-up sequence.
Just by having a follow-up sequence you are standing out in a much smaller percentage of service providers.
Having a follow-up sequence that provides the lead with resources and content give you the ability to close that education gap that decision makers need to do prior to signing on the dotted line.
This also positions you as the expert in the space to that lead.
And if 80% of sales close after 5 touch points and decision makers need 5 pieces of content before making that decision, well, send off 5 follow-up emails.
Running your freelance business
More episodes in this topic:
What do you do when a crisis hits?
How to start building an email list as a freelancer?
How do you manage time wearing so many hats as a freelancer?
What software tools do you use for business? What is best?
How do you prevent, manage scope creep in your projects?
Do you schedule in time for exploring or reading articles online?
What is the best way to get income fast?
What happens if you can’t define a scope of work on a call?
What do I do first thing Monday morning?
How can I focus on my business when I’ve got a ton client work?
Do I have to be concerned with GDPR?
What are the tools and services that you use and would recommend to freelancers?
How do you have time for all that you do?
What podcasting gear do I use?
Does live chat bring you in business?
How do you followup with a lead after a proposal?
Did hiring a mentor really help you with starting up your business or your career?
What is my writing process
What is the easiest way to get a remote testimonial?
How do you determine a quality prospect?
How do you step away and actually take a vacation?
Are job boards reliable?
How to decrease the sales cycle or time to close?
How would you write a cold outreach email?
How to present different services that could potentially diminish your abilities in the minds of clients?
Should I bundle projects for clients or keep projects separate per client?
What product do you use for your business that you can’t live without?
What makes you stand out from other freelancers?
Do I drop this client?
How do I set a goal?
Do you meet leads and clients face-to-face?
How do I work “ON” my business and not “IN” my business?
What is the best structure for setting a goal?
How do you do a review of your week?
What do I say when a potential client says I’m too expensive?
What is activity based selling?
How to get more clients?
How to have a productive week?
Do you use a CRM for your business?
How do you choose the technology for your clients?
What is the structure of a weekly review?
What is the structure of a monthly review?
What are lead generation techniques to get me out of the feast and famine revenue cycle?
How do I know if I should buy a course?
What’s a polite way to tell existing clients you are raising your rates? And what is a reasonable percentage to go up?
How many email follow-ups should I send to a lead?
What do I do? I’m afraid to filter the tire kickers coming into my business because they are the only leads I have.
How to take the next step from contracting resource to solo business owner?
What do you think about Gutenberg? Schmutenberg!
How do I get better at sales?
How to overcome objections in sales?
How do I respond to an RFP?
How to respond to “I don’t need strategy, can you just do…”?
If you don’t have experience, how to you prove the quality without the education/experience?
How do you handle a client that has ghosted?
What do you ask during a sales call?
How to improve your sales process as a freelancer?
How to charge more as a freelancer?
How do you push past the imposter syndrome?
How do you segment your email list?
What to say when a client insists on adding something new?
What kind of content should I promote to potential clients?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach