“The Fortune is in the Follow Up”
Author Drayton Bird says that 88% or businesses quit following up too soon. Many, never follow up at all.
Put the odds in your favor…
“Lead with your Back End” by setting up a “Minimum Viable Prospecting Process” (MVP2) that automatically follows up with each and every prospect you meet.
Your MVP2 should include:
- Ignition Funnel
- RWA Qualifier
- Forever Follow Up Funnel
- For improved results: add a Nurture Funnel
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See MVP2 Part 1 for more in training.
1:30 Intro – It’s critical to have your Back End in place
4:10 A little story from Jeffrey Gitomer’s Sales Bible
You’ve been selling since you were a kid
8:55 Persistence is the key
Persistence requires consistency
10:20 4 types of contacts
- Active customers
- Lost customers
13:04 LEAC Proof Funnel™
- Lead Generation
14:55 The Decision Making Process
16:21 RWA Buck got Lucky
Situations change. You need to be in right place with right message at the right time
20:20 Outline of MVP2
22:50 Ignition Funnel (Lead generation stage)
- Filter for immediate RWA
- Maximize User Experience (UX)
- Gather Data for Segmenting & Personalization
- Set Expectations & Create Anticipation
24:35 The Ignition Message
27:07 How often should you send?
It depends – How close are they to buying decision?
28:30 A 5-step Series
30:08 The activity you’re looking for
30:29 Summary of Ignition Funnel
31:04 Your filter does it’s job – What to expect
Everybody won’t buy on the first step so you nurture them
31:38 The Nurture Funnel (Engage stage)
- Bond and Build Rapport (Trust Building)
- Give Value (Generate Reciprocity)
- Build Credibility & Authority
- Keep Top of Mind Presence
- Right Place, Right Message, Right Time
35:55 Nurture Message Structure
38:16 How to get a long term nurture funnel in place
12 messages to start, then add your current blog posts (evergreen content)
40:44 The difference between the Nurture Funnel and the ForeverFollowUp™
43:20 The ForeverFollowUp™ Funnel
Run with the Nurture Funnel
Designed to find “Right Time, Right Person, Right Service”
Prevents leads “Falling Through the Cracks”
Responsible for most inbound, pre-sold calls
46:01 When do you launch ForeverFollowUp™?
46:56 Not really education or entertainment. Just engagement
If you have these three funnels in place, you’ll see your conversions go up