If you don’t follow up, you won’t make the sale or land the client.
If you don’t follow up, you’ll fail.
But it’s often easier said than done. The sheer volume of things and people you have to remember can be overwhelming. That’s why we have things like CRM software.
Followup is all about keeping your name top-of-mind and converting leads into sales.
In the internet marketing world, two of the best ways to do that are email newsletters and autoresponder emails. Today, I’ll be focusing on autoresponders.
It’s not exactly a secret that using autoresponders is a good business idea.
Sending out a series of automated emails to a new name on your list over a period of time not only builds trust (if done correctly), it often leads directly to a sale.
But the question is how many emails should you send as part of that series? Three? Five? Seven?
Let’s turn to science to find out.
If I were to ask you how many times you have to follow up to make a sale, what would you say?
According to research done by the Sales & Marketing Executives Club of Los Angeles:
- 2% of sales close on the first contact with a customer or client
- 3% of sales close on the second contact
- 4% of sales close on the third contact
- 10% of sales close on the fourth contact
- 81% of sales close on the fifth contact or later
Basically, the more the better.
A standard rule of thumb is to send prospects an email every 3 days for 3 weeks – just enough to remind them you exist but not so often you get annoying. Overall, that’s a series of 7-8 emails.
Many businesses do more: Copyblogger, a giant in the internet marketing world, has a 20-part autoresponder series – and it works.
The Bottom Line
Can you get away with just a welcome email?
Could you get away with a few followups?
How about a monthly, bi-weekly or even weekly email newsletter?
Sure – and you should have this put in place, too.
But it’s far more effective to put a structured 7+ email autoresponder series in place, designed to move leads along the path to becoming your customers.
If you need help with writing great autoresponder emails, or if you’d just like me to look over what you already have and provide a free analysis, contact me today.