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AutoResponders - Increase Sales and Profits Through Mail Lists
#1
People want information and they don't want to wait for it! Get that information to them as quickly as possible and you vastly increase the chance for make sales.
It sounds obvious, but you'd be surprised at the number of people with Internet Businesses who ignore this fact.
But, after you've delivered that first bit of information to your prospect, do you send them any further emails?
If you are like most web marketers, you don't.
If you don't follow up that first message with more information later on, you let a valuable prospect slip from your grasp! This is a potential customer who may have been very interested in your products, but who lost your contact information, or was too busy to make a purchase when the first message reached him. Sometimes, a prospect will purposely put off making a purchase, just to see if you find him important enough to follow up with later. When he doesn't get this follow up message from you, he will take his custom elsewhere.
Are you throwing away money due to inconsistent and ineffective follow up?
Following up with leads is more than just a process - it's an art. To be effective, you need to design a follow up system, and stick to it, EACH AND EVERY DAY! If you don't follow up with your prospects consistently, INDIVIDUALLY, and in a timely fashion, then you might as well forget the whole follow up process.
Consistent follow up gets results!
When I first started marketing and following up with prospects, I used a follow up method that I now call the "List Technique." I had a large database containing the names and e-mail addresses of people who had specifically requested information about my products and services. These prospects had already received my first letter by the time they requested more information, so I used the company's latest news as a follow up piece. I would write follow up newsletters every now and then, and send them, in one mass mailing, to everyone who had previously requested information from me. While this probably did help me win a few additional orders, it wasn't a very good follow up method. Why isn't the "List Technique" very effective?
  • The List Technique isn't consistent. Proponents of the List Technique tend to only send out follow up messages when their companies have "big news"

  • List Technique messages don't give the potential customer any additional information about the product or service in question. He can't make a more informed buying decision after receiving a newsletter! If someone is wondering whether your company sells the best knick-knacks, what does he care that you've just moved your headquarters?

  • List Technique messages convey a "big list" mentality to your potential customers. When I used to write follow up messages using the List Technique, I was writing news bulletins to everyone I knew! I should have been sending a personal message to each individual who wanted to know more about my products
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What follow up method really works?

Following up with each lead individually, multiple times, but at set intervals, and with pre-written messages, will dramatically increase sales! Others who use this same technique confirm that they have all at least doubled the sales of various products! To set this system up, though, you need to do some planning.
Firstly, you'll need to develop your follow up messages. If you've been marketing on the Internet for any length of time, then you should already have this initial informative letter. Your second letter marks the beginning of the follow up process, and must go into more detail than the first letter. Fill this letter with details that you didn't have the space to add to the first letter. Stress the BENEFITS of your products or services! Relate those benefits to the customer, making sure you get inside their mind, and understand how they think and act.
Your next few follow up messages should be rather short. Include lists of the benefits and potential uses of your products and services. Write each letter so that your potential customers can skim the contents, and yet still see the full force of your message.
The next 2 follow up messages should create a sense of urgency in your prospect's mind. Make a special offer, giving him a reason to order NOW instead of waiting any longer. After reading these follow up messages, your prospect should want to order immediately!
Try to second-guess what your prospects objections might be to buying the product or service from you. Are they price, feature, competitor based objections? Answer those objections in your follow up.
The timing of your follow up letters is just as important as their content. You don't want one prospect to receive a follow up the day after he gets your initial informative letter, while another prospect waits weeks for a follow up!
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