What happens close
to 98% percent of the time to Internet
marketers?
The answer is they
cannot close the sale of a product or service
after the first
contact with the prospect. The actual
conversion from
prospect to customer is very low on the first
contact.
If this is happeneing
to you, does that mean that you have a
poorly designed
sales process or that your product or service is
worthless?
No.
Let's face it.
The average prospect is bombarded with hundreds
of junk emails every
week and has therefore seen every sort of
get-rich-schemes
or latest multi-level marketing programs.
It is getting harder
for your prospect to distinguish what is
real and what is
a scam.
This has made the
average prospect highly skeptical when they
read a sales letters,
whether they be on a web site or delivered
via an email message.
The Internet is so
saturated with sales materials that a sales
conversion ratio
of only one percent is considered quite good
these days.
But there is a way
to *dramatically* increase your chances of
converting that
prospect into a potential life-long customer.
This can be achieved
by an effective follow up program to your
initial contact
with the prospect. When a prospect visits your
web site, you should
do your very best to get that prospect's
email address.
This can be done by the following:
> Asking the prospect to subscribe to your ezine
> Asking the prospect
to sign up for your email autoresponder
course
> Asking the prospect
to request more information about the
product or
service deliverd by an autoresponder
Once you get the
prospect's email address, you can have a whole
series of follow-up
email messages sent to them automatically.
Using a sequential
autoresponder, these email messages can be
sent out promoting
your product or service, while you sleep.
Remember, you should
always follow up with your prospects until
they tell you to
stop. You need to be in front of your
potential customer
as many times as possible and educate them as
to why they should
purchase your product or service.
Let me give you a
real life example that illustrates the example
of an effective
follow up process even before the Internet.
Almost a decade ago,
I came across a display ad in
"Entrepreneur" magazine
offering a free tape that talked about
a "futures and options"
trading course.
If you are not familiar
with futures and options, these are
simply securities
that are traded on commodity exchanges for the
purchase or selling
of items such as gold, silver, cocoa, sugar,
orange pits, coffee
beans, etc.
There was a movie
produced in the early 1980's called "Trading
Places", which stars
Eddie Murphy and Dan Akyroyd that revolves
around the whole
commodities industry.
When I first received
the sales material, I read it and listened
to the audio course
and although it sounded interesting, it was
not enough to get
me to order the $200, "futures and options"
trading course manual
and cassettes.
But apparently this
company had a system in place to follow up
with prospects who
had not ordered. I received three effective
mailings, spread
out over 2 months, that increased by curiousity
each time.
I ended up ordering the entire kit for the $200 price.
Why?
Each time they sent
me a a sale package, they perked my
curiousity a little
by offering additional bonuses and educated
me as to why I need
their product.
The follow up sales
package contained valuable content and I
figured if the company
is going to take the time to offer to
follow up and provide
free useful information, then their
trading course must
be something really valuable.
Even though the company
took a risk and spent at least $10 in
postage for the
initial and follow up materials, somebody
obviously did their
math and realized that this was a wise
investment per inquiry
because it would prove to be profitable
in the end.
When I received the
course, I wasn't disappointed because
they delivered what
they promised.
The following is
the final message the I send to a prospect
after he has taken
an autoresponder course that I offer on starting your own ezine:
<-- Example Starts Here -->
Subject: I Haven't Heard From You?
Hi,
A while ago you took
my 5-day mini course on creating a
profitable ezine
called "Ezines 101." Thank you for taking this
course and I hope
it helped!
I am now cleaning
up the leads that were generated from people
who took the ezine
course and are removing those emails from our
system.
But before I removed
your email address, I checked my records
and it indicates
that you did not order my ebook "EZ Money With
Ezines." {GASP!}
This 120+ page ebook
goes into detail on how you can make
thousands of dollars
a year with your own ezine.
http://www.ezmoneywithezines.com
Maybe you did not
order because my offer wasn't lucrative
enough? I
figure maybe I will make you a last-ditch
unbelievable offer
on my ebook "EZ Money With Ezines" before I
bid you good bye.
Here is what I will
give you if you order my ebook in the next
10 days:
Regular bonuses:
* Pay-Per-Click Commando
- Learn how to master the PPC search
engines and drive
mad traffic to your web site.
* Gary Shawkey's
Secrets - It's all in there ... a step-by-step
"blueprint" on how
they generate massive traffic, subscribers
and $172,349 in
sales.
* Unlimited email consultation for 30 days.
Here are the extra bonuses I will give you as my last pitch. :)
* As an additional
free bonus, I would like to offer you a free
copy of the popular
"Ezine Masters" ebook.
http://www.EzineMarketingCenter.com/ezinemasters/
I have arranged a
deal with a friend to get a you this ebook
that normally costs
$67 for free.
Compiled by Dr.Mani
Sivasubramanian with contributions from 18
top email newsletter
publishing experts, this incredibly
powerful ebook is
an awesome tool with over 100 pages of highly
explosive content
guaranteed to blow your competition out of the
water.
* $10 in bidding credits at BulletBid.com PPC search engine
* Over 10,000 banner impressions on our network of web sites!
These three bonuses alone are worth close to $100!
This is a limited time offer so order today by going to:
http://www.ezmoneywithezines.com
Remember that my
ebook has a money back guarantee. If you don't
like it, I will
give you your money back!
If you don't take
me up on my last offer, I wish you the best of
success in your
future business ventures.
Kind regards,
Gauher Chaudhry
gauher@ezmoneywithezines.com
http://www.ezmoneywithezines.com
<-- Example Ends
Here -->
Notice how I throw
everything I can at the prospect! I try to
make a final irresistible
offer to try and snag the sale.
Try adding and follow
up sales process and I guarantee that you
will a dramatic
rise in your profits. The key item to remember
is that the prospect
is still *hot* after the first contact.
Follow up with them
before they turn cold and kill your chances
of making a sale.