& Game Make More Money PLAY THE QUICK BUSINESS TIP
What if I told you that your business could easily, and with minimal extra expense, close up to five times the number of sales you’re closing right now? Would you be intrigued?
purchase in the category they are requesting info for within 18 months.
don’t need new; you simply need to fix what you’ve already got and make it better.
If you want to know how much money is being left on the table, you need one more piece of info: How many people buy immediately? Here is an example. If 100 leads come into your business, on average, 50 of them will make a purchase within 18 months, and only 15 percent of the 50 will buy within the next 90 days. If I round up, that means eight people are ready to buy now, and 42 people will buy sometime in the next 18 months from you or a competitor. How crazy is that? How much money do you think it has cost you over the years by not playing the long game? When you think about it, in almost all areas of building wealth and riches, you need to play the long game — the stock market, your business itself, marketing investments, and employees. So why, with our leads, do we only focus on the short term? If you focused on just this one thing for the next few weeks or months and tracked and ran a long- game system where you followed up on, educated, and built relationships with leads, you could double your business in the next 18 months or less.
I’m pointing all of this out because I want to show you that you are so close to having a huge improvement in quality of life.
The best part is this plan is simple, and it uses the leads you already have.
This is by far the easiest and least expensive path.
When it comes to leads, most businesses only play the short game.
Here is the plan overview:
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They’re focused on today, on right now, on the lead who called in five minutes ago — and if that lead doesn’t buy, they are on to the next lead. Let me ask you, what’s your current close percentage? Is it 5 percent, 10 percent, 20 percent? What is going on with the remaining leads? How do you follow up with them? What is the process to re- engage them so they get interested in your product or services again? If you’re playing the long game, you’re asking what’s going on with the 70–90 percent of leads who aren’t closing. Were some of those people investigating and simply weren’t ready to buy yet but may be ready 90 days, 180 days, or even 365 days from now?
Send “edutainment” (education + entertainment) follow-ups online and offline, including offers.
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At 90 days-plus, make a new offer for a new lead magnet.
Have a salesperson continue to follow up via phone and email.
Send personalized mail.
Add value to their lives on a regular basis.
Build the relationship.
Help them get what they want, and you’ll get what you want.
On average, of the people who request info from a company, 50 percent of them will make a
Make a sale.
Let me ask you this — how would that change your life? Would it be better? Could you spend more time with your family? What about vacations? If sales doubled, what would vacations look like? How many more would you take?
Part of your online and offline follow-up should include a newsletter. This is exactly what a newsletter was made to do — build relationships, add value, offer new lead magnets via a free- standing insert, and give readers information to help them get what they want. Most people simply don’t use their newsletter to its best ability.
–Shaun
Don’t allow the next shiny object to distract you. You
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