If you read last week’s blog post, “The Truth About Follow-Up: Why 5 Is The Magic Number (Part 1 of 2)”, you likely have a new understanding when it comes to why you must follow up with prospects at least 5 times after they’ve signed up to download your free gift.
As we mentioned, just 2-10 percent of prospects become paying clients after the first 4—yes, four!—”touches,” but that number jumps to 80 percent after the fifth contact.
Meanwhile, almost half of entrepreneurs never follow up, and 90 percent give up after the fourth follow-up (which means 90 percent of entrepreneurs are leaving conversions and therefore money on the table).
(If you missed it, just click here now to read it.)
But …
What should you actually say in each of those follow-up contacts, or “touches”?
We thought you might ask. So, today, we’re telling you. J
Here we go:
The First Touch: Deliver What You Promised
The first time you follow up with people who sign up to receive your free gift, you should deliver your free gift. Pretty simple, right?
Make this email short and sweet. Congratulate the prospect on taking a step toward reaching her goals or making her transformation, and let her know you’ll check in within a few days, after she’s had the chance to go through the information.
The Second Touch: Questions and Answers
In the second follow-up email, share your answers to questions you hear frequently regarding a tip/strategy you offered in your free gift. Give additional information to answer the questions.
Let your prospect know you’ll be checking in again in a few days.
The Third Touch: A Heads Up
Think about the common challenges and pitfalls your prospects might face when they start their journey.
Offer this third message as a “heads-up” about some of the more common pitfalls, or the most devastating, or the ones that derail them the fastest … and more importantly, offer specific suggestions for avoiding them.
The Fourth Touch: A Powerful Testimonial
Introduce your prospects to your most powerful testimonial. Give real-life evidence of someone who has implemented the information you shared in the free gift … and the transformation he or she experienced as a result.
The Fifth Touch: Present the Gap
This is it: remind people of the gap between where they are now and where they want to be.
Outline the path they’re about to follow—where, as a result of them integrating what they learn in your free gift, they experience the results they desire (those points from Pleasure Island on your Pain Island-Pleasure Island Diagram).
Also, outline the alternative path: the one where they choose not to integrate what you share in your free gift, and where they experience the very real costs and disappointments associated with lack of action.
It’s like saying, “You’re not there, yet—don’t get comfortable. You have more to accomplish.”
Then, close it out with a strong Call to Action, asking them to join you for a strategy session. Yes, you have to spell it out—tell them exactly what you want them to do.
That’s It!
The best thing about all of this is that you can automate the entire sequence through a program like The Coaches Console. It’s as close to “set it and forget it” as you can get!
Sounds pretty good, right?
We think so.
Your next steps: sign up to receive our complimentary 3-part video training series, “Your Coaching Business Blueprint: Everything You Need To Know To Get Your Business On Track.”
You’ll learn the pattern you may be stuck in, which can sabotage your own efforts to reach your full potential and accomplish your goals, the 3 S’s to your success and why it’s critical to master all 3 (most coaches only master 2), and where your business is leaking money.
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