The Top 10 Ways to Follow-Up with Coaching Clients - Part 1
Judy Cullins c. 2004
Did you know that 80% of all sales are made after the 5th contact?
The biggest mistake we make is not following up with our clients
regularly. We not only lose the chance to offer other services and
products, we lose the chance for satisfied clients' referrals.
Building your practice needs consistent bi-monthly follow-ups.
If you think this takes too much time, follow my lead and delegate
some of it where you will spend only 6-8 hours a week. Remember,
only marketing and promotion builds income and business, the rest
Here's the ten ways to follow-up with coaching clients:
1. Keep track of every one who contacts you, in person or by email
Treat email addresses like gold. These are already qualified, targeted
future clients. Copy and paste their email note, date, and question
into Textpad or notepad under the name "potential clients."
Print it out and keep in a hard file named the same.
2. Don't throw away email addresses.
When someone connects with you, copy and paste their address into
your computer folder called "eLists." Place the address
where you think it belongs. Name one file "potential clients."
If they are past clients, create another list and call it "past
clients." If present clients, make a file for them too. Categorized
into groups, you can personalize your note to each one. Every month
you'll want contact one of these groups and offer them something
3. Keep track of your ezine subscribers' emails separately.
While you may use a company to send out your ezine, you may also
want to have that list handy in your own office. My assistant uses
www.textpad.com shareware program to manage all of my different
email lists. Since I only send out my ezine on book coaching and
business tip monthly, I follow-up in between with a thank you or
special offer. It takes less than 3 minutes to send out.
4. Choose the appropriate follow-up message for each group.
For your monthly ezine, you may want to send out a mini "marketing
survey." You ask 4-8 questions. For any who take the time to
respond, you offer them a fre.e eBook or report.
In one follow-up I asked, "What are the 3 top questions you
want answered about writing and publishing a book?" My subscribers
knew I was thinking about them and appreciated it by signing up
for the follow-up small cost book coaching marathon teleclass.
People love freebies, so when your follow-up offers a free tip
or question and answer, our potential clients will see your value.
5. Leverage big results from just a little effort.
Don't waste any information that helps you promote. After you get
responses to your mini survey, use them again and again. After you
answer the questions, keep them in a folder called Q and A. Create
a new web site link and post them as new content for your hungry
web site visitors.
When other professionals ask me for an interview for their ezines
and sites, I get them via email, answer them and get promoted by
others through their ezines and Web sites.
At the same time, I divide these interviews into articles under
1000 words and submit them to opt-in ezines looking for free content.
From just one ezine interview, several high power professionals
called me to order books first, then to become business clients.
Follow-up means giving to your potential clients. When you give,
many will give back. They will pass your freebie on to their associates
and friends and even keep the information in a file.
Don't think you are bothering your contacts. If they don't want
your news, they can opt-out. Thank you's and free gifts keep your
name in front of your buyers. It tells them you appreciate them
and let's them know what new things you can offer them. Follow-up
is good business.
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Book and Internet Marketing Coach, Judy Cullins, can help you build credibility and clients, sell a lot of books, and make maximum profits. Author of 11 books including Write your eBook or Other Short Book Fast and The Fast and Cheap Way to Explode Targeted Web Traffic" Get her free eBook"20 High Octane Book Writing and Marketing Tips" and two free monthly ezines at http://www.bookcoaching.com