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 (www.timedriver.com) 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):
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!