Are You Following ….
Read Time: 4 minutes
The other week I received a cold email from someone. Let’s call him Bill.
In this email Bill stated that he had reviewed my YouTube channel and had some thoughts on how I could grow my channel. I just needed to reach out to him and he would give me his advice.
Intriguing, but I was currently in the middle of something and didn’t respond. This type thing happens a lot for me.
Over the next few weeks I continued to receive follow up emails from Bill.
However, with each one I felt more and more that I was in an email funnel and not getting a personal email from Bill.
Until I received this email.
Am I too busy? Maybe it’s not my strategy right now?
Either way Bill doesn’t know exactly why I don’t post videos right now on YouTube.
And in that one sentence, he made me feel guilty for not posting videos. Borderline pointing fingers at me.
Unfortunately, a lot of marketers do this in their follow up. They completely miss the mark.
Let’s talk about why the follow-up is really important and how to do it right.
Here’s Why This Works
Following up needs to be used more, and here’s why.
People have lives. They have responsibilities. They have things going on. It’s very easy for someone to miss or forget about your first reach out.
According to LinkedIn, 44% of sales reps don’t follow up after reaching out the first time.
If you follow up after the first time you’re already beating out half of your competition!
Bear in mind that in order for this to work there are a few things you need to do.
1. Understand that it may take a couple follow ups. Especially if what you are offering is a higher ticket service or product.
2. Don’t automate this. The best deals are done when you build a relationship with someone. This means making it a personal “follow-up”.
Here are a few of my favorite follow up techniques.
As I mentioned, we’re all busy. Work needs done, kids need to get ready for school, cats need food, trash needs taken out, etc.
So how do you break through that and get someone’s attention?
Tell them it’s going to be quick.
One of my favorite follow-up email subject lines is “Quick Question”. It tells the recipient that this is going to be quick, but it also does something else.
It sparks their interest.
When you get a notification, whether on Facebook, Instagram, or any other platform you have an urge to click it to see what it is.
That’s what this does. It gives the recipient an urge to figure out what the question is about.
Make sure you are quick about your question. One or two sentences max.
When you follow up it’s a touch point to build your credibility with that person.
If you got the chance to talk with them last time and they mentioned something that is going on in their life bring it up!
I wanted to check in with you on that proposal. How was your vacation to Cabo? Getting any fishing in?
In that example, I’m very quick to the point and focus more on his life rather than pushing them through my funnel.
People don’t like being sold to, even if it’s the best thing ever. They like working with people who care about their lives and what they have going on.
That’s why you shouldn’t automate this stuff. People know when they are getting sold to.
The most important thing with following up is this.
You’re building a relationship.
I like business because of the people I get to meet and the relationships I get to make. Following up is nothing more than reaching out to a friend to check in.
And because you are building a relationship it shouldn’t ever be automated.
1. Follow up
2. Use “Quick Question” as a subject line
3. Make it personal, don’t automate it.
4. Following up is nothing more than checking in on a friend