5 {{ upvoteCount | shortNum }}
5 {{ upvoteCount | shortNum }}

Sales Strategy Question: Follow up after FREE offer

by maverick8
4 replies
Hi Guys,

I am creating a sales strategy and everything is going well. I have developed a free offer ( free website audit) for businesses leading them into SEO/PPC or possibly a re-design of their new site.

Now the problem i am having is after i deliver the free offer how should i approach the follow up? The Free offer is specific to them and is sent directly to them via email.

Now not all my prospects are going to go through it. Obviously i am looking for a strategy that doesn't make them feel foolish for me following up and they haven't gone through it.

I was thinking of obviously stipulating in the email that "i will give you a call on XXXXday @ XXX time to go through the results of your websites audit."

But that leaves a good chunk of people that will not have read the information and will palm me off easily by saying i haven't gone through the info. Obviously i don't want that.

So has anyone got an idea or strategy to get around this issue?
#follow #free #offer #question #sales #strategy
  • Profile picture of the author helisell
    To get a decent result you MUST specify at the time of the offer what will happen next.

    What should happen next in my mind is a full review of your report and recommendations
    which you go through with them either on the phone or in person. If you simply send them the report and follow up you'll hear lots of

    "It's been a bit busy and I haven't had time yet...."
    "I'm talking to Fred in IT...."
    "I'm away for a couple of days and will look at it when I get back...."
    "Can you call next week...."
    "It's on a back burner..."
    "There have been lots of changes since we spoke..."
    "We're getting quotes from other companies...."
    "The cat died...."

    After a few of these you'll realise that the follow up action must be agreed and formalised.



    Good luck.
    Signature

    Making Calls To Sell Something? What are you actually saying?
    Is there any room for improvement? Want to find out?

    {{ DiscussionBoard.errors[7687049].message }}
    • Profile picture of the author maverick8
      Thanks helisell,

      I have had the same thoughts. The free offer is a lead into the sales conversation. I will be sure to clearly state my follow up process (mostly with a phone call as people will be to far away).

      I am not overly worried if the conversation is about the free offer as i am more worried getting them to buy from me lol.

      Originally Posted by helisell View Post

      To get a decent result you MUST specify at the time of the offer what will happen next.

      What should happen next in my mind is a full review of your report and recommendations
      which you go through with them either on the phone or in person. If you simply send them the report and follow up you'll hear lots of

      "It's been a bit busy and I haven't had time yet...."
      "I'm talking to Fred in IT...."
      "I'm away for a couple of days and will look at it when I get back...."
      "Can you call next week...."
      "It's on a back burner..."
      "There have been lots of changes since we spoke..."
      "We're getting quotes from other companies...."
      "The cat died...."

      After a few of these you'll realise that the follow up action must be agreed and formalised.



      Good luck.
      {{ DiscussionBoard.errors[7687193].message }}
  • Profile picture of the author Drew Trainor
    All you have to do now is sell...
    Signature
    {{ DiscussionBoard.errors[7687204].message }}
  • Profile picture of the author Jason Kanigan
    So...yeah.

    Here we have another techie throwing stats at unsuspecting non-techie prospects.

    Follow the approach you're doing now and you'll be churning out a lot of work that won't actually be read or acted upon by prospects.

    Let me help you bump up your conversions Big Time:

    Schedule a call to go over their "test results" with them (Doctor). A half-hour should do it, right? And you don't send them the report until they are on the phone with you and in front of their computer. Then you go through it with them, section by section, explaining what is going on, what it means, and why.

    Then you'll get involvement and buy-in from the prospect.


    It amazes me how people "invent a better mousetrap" to email to someone and expect that now people will fall over and hand them money. Prospects, your prospects, have been going along without you, your website analysis, and your products or services all this time. Keep that in mind.


    "So...if I do this work for you...and it is work...is there anything in the results that would make you sit up and say, 'Wow, we've got to do something about this!'?"

    Don't waste your time doing work for unqualified prospects.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[7687605].message }}

Trending Topics