Send An Email And Get A New Client

March 2, 2011 · 21 comments

I want to share an amazingly powerful and simple email strategy I’ve personally used and shared with my private students to quickly and authentically get new clients. Now, this strategy doesn’t always get you a new client – but it does present an automated opportunity for you to have a qualified prospect on the phone where you can potentially close them into your program, product or service you offer.

It works like this: After you’ve delivered your IFO and done some very simple email follow up to ensure your new lead has consumed your IFO – you’ve done a solid job of representing the value you provide. Now, most people stop there and just add the lead to their normal stay-in-touch marketing vehicle like an ezine and deliver standard and consistent content. Great idea – but what if the new lead is wanting more? And, I mean “more” in the sense they are motivated to work with you? Very few people will reach out and contact you directly on their own to find out how they can work with you right away. So, why not invite them to do so?

How? Well, send an email inviting them to schedule a get acquainted session with you. Even better, include this email as part of your auto-responder series and automate the scheduling with a system like TimeDriver ( so it doesn’t take a lot of effort. As a result, this strategy will consistently put you on the phone with your ideal clients. Don’t get me wrong – I love the idea of getting new clients online. But often times the fastest path to cash is private clients and the quickest and most effective way to get new clients is to move them online to offline (email to phone).

Here’s an example of an email you could send (of course worded with your own style):

Subject: [Firstname], you might be wondering what’s next

Hey [Firstname],

Thanks again for joining my newsletter. I’m so happy you are here.

I hope by now you’ve been able to [insert description of your IFO here] and you enjoyed the great content I had to share.

Now, you might be thinking how can I accelerate my results or move faster ahead in the path of getting what I want? Well, I’d welcome the opportunity to chat with you for a few minutes on the phone and see perhaps if I can help.

Please feel free to click here [insert TimeDriver link] to schedule a quick call and I look forward to connecting!


Notice a few things about the email: It’s short and very personal. Not a formal email but casual and direct while being authentically to the point. You’re simply asking if they are interested – not forcing it onto them or drawing it out in a long- winded pitch to try and get them on the phone.

The great thing about this strategy is the simplicity. Because it’s systematic as part of your auto-responder series, you don’t have to manually email new leads. And, since you use the automatic scheduling tool, you don’t have to coordinate times and schedule appointments.

Having these “discovery sessions” or “initial get acquainted sessions” is a great way to position you in a “closing of the sale” opportunity for new leads that are highly motivated and qualified. Since they’ve just opted in and most likely have consumed your IFO (motivated) and have taken that next step to connect with you (qualified).

If you put this into place when you’re bringing in a few leads a week – you have the time to talk to these prospects for 15 minutes at a time. You can develop a good working rhythm when you’re on the phone maybe using a script or series of best questions to ask.

Once you see the volume increasing to more than you can handle – you can put in an additional step where they take another action to further pre-qualify them BEFORE you get on the phone with them. For example, send them your “About Derek” or “Interview with Derek” beforehand so they can find out more about who you work with and what they can expect. Again, it’s all part of the qualification process.

At the end of the day you will have more opportunities to close prospects into new paying clients – all from sending this one email.

Until Next Time… Learn It, Love It, Live It!

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{ 21 comments… read them below or add one }

Pat MussieuxNo Gravatar March 3, 2011 at 10:54 am

Derek – I love this and am putting it into action immediately. (It’s all about implementation, right?!).

Great advice – appreciate the template – appreciate you and the work you do!

Pat Mussieux


Derek FredricksonNo Gravatar March 4, 2011 at 3:12 pm

Thanks, Pat! So glad you are taking quick action to put it into place!


Sheri JonesNo Gravatar March 3, 2011 at 1:54 pm

Hi Derek — This is awesome and very simple advice. Like Pat, I am adding it to my systems today!


Derek FredricksonNo Gravatar March 4, 2011 at 3:11 pm

Great to hear, Sheri… glad you liked it!


KathyNo Gravatar March 5, 2011 at 8:34 am

Derek – I set up an automatic scheduling for all of my clients using timedriver for their initial get acquainted sessions, which runs instantly after a client requests a session on their website. However, what I hadn’t thought to do is add this to a delivery sequence following the IFO opt-in. Love that! I’ll start adding this to our plans right away! Thx for the tip!
– Kathy, The Online Close


Derek FredricksonNo Gravatar March 9, 2011 at 3:59 pm

Great to hear, Kathy! Let me know how it works…


EricaNo Gravatar March 6, 2011 at 6:41 pm

I really like this technique. I am going to start using it immediately.



Marc HathornNo Gravatar March 7, 2011 at 5:34 pm


I just added this to our autoresponder campaign! Can’t wait to see what happens!


Derek FredricksonNo Gravatar March 9, 2011 at 3:58 pm

Thanks, Marc – I think it will work wonders for your market…


Jimmy DimonNo Gravatar March 8, 2011 at 2:47 am

That’s a winner!


Derek FredricksonNo Gravatar March 9, 2011 at 3:58 pm

Thanks, Jimmy – glad you liked it!


sandyNo Gravatar March 14, 2011 at 8:40 pm

Great advice here Derek. Do you recommend this be an auto-responder or a more personalized email?


Derek FredricksonNo Gravatar March 16, 2011 at 11:16 am

I would say personal if you have the time or not a massive amount of new subscribers. If you’re adding more than a few people to your list each week, I’d recommend including as an auto-responder so it’s automated / yet still personal.


Andy McClungNo Gravatar September 22, 2011 at 2:23 pm

This article was exactly what I was looking for.

Great practical advice Derek.

I went the auto-responder route and came up with this:

It will probably get tweaked here and there though.


Derek FredricksonNo Gravatar September 22, 2011 at 4:37 pm

Thanks, Andy – glad you enjoyed it!


Cathy PreslandNo Gravatar April 4, 2012 at 11:20 am

Great idea (as usual ;)) Derek,

Might be worth testing sending one right away vs sending one after a couple of mailers. I find some people a bit reluctant to get on the phone if they don’t know us yet. Although you are totally right – some people are looking for help right there and then. That’s why they’re connecting! Better we reach out and be ignored by the majority than ignore the one or two who are looking.



danNo Gravatar December 16, 2013 at 5:28 pm

Great content shared here Derek thanks for the insight.


Shannon LagasseNo Gravatar February 3, 2014 at 4:07 pm

I’m curious, for newer or lesser-known business owners, how this works. Some folks want to sign up with me just 3 weeks after reading my weekly newsletter. Others, after 3 months.

I can’t imagine, just after they “discover” me and download my free report (which statistics on freebies show they may not even have read), that they’d be interested in getting on the phone right away.

How would you resolve this kind of timing issue? Would you give them a month to get acquainted with your work? Enough time to read your emails and see if they actually really like you and the way you work?


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Website/BlogNo Gravatar August 21, 2014 at 8:07 am

Why users still make use of to read news papers when in this technological world everything
is accessible on net?


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