If anyone doubts that follow-up marketing works, we’ve got news for you. In a recent experiment performed by Marketing Experiments, they proved the need to follow up with leads approximately eight times to make a solid sale. I’ll go over how you can seize this great opportunity!
Marketing Experiments published a case study (and a ‘playbook’) which demonstrates the before and after results when one applies follow-up marketing into the lead management process. The examples were astounding, even for us. The conclusion: marketers need to contact their leads approximately eight times to optimize their conversions.
Unfortunately, too many marketers let their leads fall into a black hole, letting them go to your competitors who will nurture them. People might share an interest in your product or service and obtain a complimentary report; and then never are contacted again. The hidden truth is people do want to hear from you, especially when they opted in for something from your business. We’ve worked too hard, too long and late not to tell you about follow-up marketing — and it can result in nearly four times as much revenue.
What is Follow-Up Marketing? In an effort to better illustrate Follow-Up Marketing, I recommend you sign up to our ‘The Edge’ campaign and see for yourself. (It’s OK; you always can opt-out.) Sit back and watch what how we follow-up to your interest and provide thought-provoking tips and coach you to consider Infusionsoft.
If you didn’t know yet, Infusionsoft is the master of Follow-Up Marketing because we provide:
- Custom follow-up sequences (“campaigns”) which any small business owner can understand and manage.
- Choice over sending follow-up through e-mail, fax, phone or let you send pigeon mail to them.
- Ability to move leads through a nifty lead management process for your sales force.
- Totally awesome opportunity management. (We’ll post about it, soon.)
- Seamless integration with task-delegation so no customers fall into the black hole.
- Easy-to-use software, which is step number one for any marketer who wants to manage their leads effectively.
I’m not trying to sell you, just letting folks know why we talk so much about it. Follow-up marketing is in our blood and we’re insanely passionate about empowering small businesses to take advantage of it. Follow-up Marketing an undervalued asset in the marketing industry and we’re excited to see that it resulted in +375% boost in sales. We typically promise to double your sales, but nothing stops any small business owner from triple or quadruple sales.
What is your success story from follow-up marketing?
(Even if you don’t use us, that’s cool, we just want to hear from you.)
I agree with you about follow up marketing….but sometimes it back fires and the lead is lost.
To be honest… if the person you are targeting is the average internet browser then you may well have a chance and if the message is targeted to your market. However, if it is a product/service they are not interested in…then yes, the lead will be lost. Too many times I see people trying to sell service or products to the person that isn’t interested in it.
For example… I am 27, still young and enjoy life. I get calls and emails about Life Insurance. Personally at this Age I couldn’t be bothered with it so why in the world are they trying to sell their service to me. Some people have things completely wrong.
I hate how people target me for things I would never consider in a million years. It is dumb. It is as stupid as thinking all women love perfume, like wearing handbags etc. When it could not be further from the truth.
Hi Joe,
Thanks for the post and the hat-tip. Glad you found the web clinic useful. I hope you’ll join us for more, as we’ll be covering lead generation again in the near future.
@Saikat — I agree with you that too much follow-up marketing can result in lost leads. This is precisely why all marketers need to write valuable e-mails, fax and letters as if it’s their last chance. On the other hand, the report lends perseverance to all marketers to keep their head up in order to nurture leads. The key is to attracting qualified leads.
@Sarah — The point you make is when one follows up excessively with an unqualified lead. I totally agree. However, what if you opted into the free information on one of your interests? If you’re preemptively interested in a product or service then it couldn’t hurt to follow up with you.
@Hunter Boyle — Thanks for sharing this information. It’s very valuable and in-depth. Perhaps, you might be interested in reading about our success stories with our clients in our Infusionsoft Case Studies section, found on our Web site.
Thanks again folks for sharing your thoughts on this entry.
~Joe
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