Monday, September 30, 2019

Following Up Prospects

This Blog is about following up prospects.

Having got people onto your list, what is the best way to follow them up?

Following up prospects properly is a key skill but one of the things many people find difficult to do.

This section will give you lots of practical advice for getting the best results.

Wednesday, September 25, 2019

Quick Tour

This is a short guide to the most important posts in this section:

Saturday, October 01, 2005


An Autoresponder is a system for automatically sending a series of emails to people.

An autoresponder can form a powerful part of your prospecting pipeline, taking some of the workload off you and increasing your conversion rate.

The autoresponder will automatically send the prospect a number of emails at intervals you set. E.g. they will get an email as soon as they opt-in, 1 a day later, another 2 days later and so on.

You can have as many pre-written emails as you like and they can be delivered as far into the future as you decide.

The autoresponder can be software on your PC or an online service.

These days, software on the PC is not recommended - you won't get the delivery high enough (because of spam filters and the problems of delivering to AOL, hotmail and yahoo) and you run a real risk of being blacklisted.

There are many online services but be careful because not all of them support sending a series of emails. Most of them don't allow you to have multiple lists on one account.

The one many professionals use and recommend is Aweber. This allows you unlimited autoresponders (lists) with unlimited messages on each.

Aweber comes with a user guide and is fairly straightforward to set up. It also allows you to create email capture forms without you needing to host a web page - this is very useful as it gives you much more flexibility in your prospecting.

Getting a decision

The main objective of following up prospects is to get a decision.

That decision can be:
  • Yes, I'm joining
  • No, this is not for me
  • Not at the moment

Any one of these decisions is clear and lets you know what your next action should be.

If you're making a call to a prospect, you want one of these 3 outcomes, otherwise you're going to need to call them again soon and risk pestering them.

If they are not saying yes, you need to decide what you're next follow up action needs to be.

If they say no, you need to know if it's a definite, permanent no or whether they might say yes if cicumstances were different. If you're not sure, ask!

You can ask, "No problem, Joe. Is this something you would consider in the future if circumstances were different?"

If they say no, they are a definite NO and you can archive their details in your 'definite no' file.

If they say "yes, maybe, probably, you can put them in your tickler system for 6 months time.

If they join, become a definite no or go in your tickler file for 6 months time, they're off your radar, you can forget about them and stop wasting mental energy on them.

Friday, September 30, 2005

Call reluctance

This is something that can affect many people - a reluctance to make telephone calls.

It can be through fear of rejection, lack of confidence, not knowing what to say or any other reason.

Call reluctance is a major hinderance to growing your business because it's the main method for following up prospects.

If you find yourself putting off making calls, you need to find a way to overcome your call reluctance if you want to be successful.

Card Index Box (Tickler System)

Following up prospects when you say you will is very important and one of your most important priorities. Having a reliable system is essential.

Unfortunately, a diary proves to be not as practical as you might think or you'll be constantly crossing out and moving appointments.

Enter the most reliable follow-up system ever invented: The Card Index system, also known as a tickler system.

Get a 5" x 3" index card box, a load of 5" x 3" index cards and a set of 50 dividers.

Number 31 of the dividers 1 through 31 and 12 of them Jan through Dec.

Each prospect gets their own index card on which you can write their pertinent details and any notes from your conversations with them.

Whenever you need to remind yourself to call them within the next 31 days, simply put their card in the section 1-31 corresponding to the date. If the reminder needs to be longer, put them in the section for the month you need.

Each day, simply take out all the cards for that day and call them. If you don't get hold of someone, put the card in for the following day.

When it's the first of the month, take out any cards filed under that month and move them into the 1-31 sections.

Not only is this system virtually foolproof, it's a very good way of getting over call reluctance.

Prospecting Pipelines

A pipeline is a systematic way of taking someone from being a prospect to making a decision, even if that decision is no or maybe later. It's like a set process where you just turn the handle.

The importance of a pipeline is that you want a semi-automated way of handling prospects so that you don't have to think too much, you just turn the handle and see who pops out.

One pipeline is the company prospector - you can add people to the prospector and the prospector turns the handle - sending your prospects emails regularly and some of them will sign up.

Another pipeline might be that you send them the DVD, then follow them up by phone.

You can have one pipeline for all prospects, regardless of their source or you might have more than one pipeline, different ones for different sources of prospects.

You'll find various suggested pipelines on here - feel free to use them directly or adapt them.

To your success.