Strategy # 4 out of 47, “Follow Up With Your Prospect!”

Most businesses leave a lot of money on the table because they don't follow up!

 I remember moving to my home in Belleville and keeping all of the postcards, direct mail, etc. I began receiving as part of local companies “first mover” campaigns. I wanted to study their marketing efforts so I separated them into stacks on a table in my office and I expected to get piece after piece sent to me.

However most business only sent me 1 or 2 pieces. If they had followed up with me more aggressively, they would have quickly achieved “top of mind” status when I was ready to buy.

Below is an example of a multi-step campaign I designed for a chiropractor client of mine, Dr. Dan H. When reading this over think about how you can use a similar campaign to get more customers, clients, or patients to your business.

It took me a long time to design this very successful multi-step direct response campaign but I know for a fact (in 01/12) that no other chiropractor in our community is doing this. Even if they knew he was doing it they would not want to take the time and effort to implement it.

My client was a chiropractor that as of Jan 2012 specialized in treating patients with bulging, herniated, and degenerative discs. He did not accept general chiropractic patients and actually turned them over to an associate in his office who did.

We determined he was spending about $10,000 per month on advertising not including the costs of the follow up sequence we created, this ran about $100.00 per person. He was using blog-talk radio commercials, a weekly hour long podcast, lead capture sites with “free reports,” Google ADwords campaigns, phonebook, Valpak, newspaper ads, and hosting bi-monthly seminars along with some other advertising avenues.

Diverting a few of these ill placed ad dollars we ran a lead generation ad pulling in 74 leads. This boiled down to roughly $27.00 a lead. The prospect would answer the ad we put together call for the “free report” and we would get their name, address, email, and phone number and begin marketing to them right away.

So impressed by the results we created a system to duplicate the results as often as he chose. Here is the follow-up sequence that we put together and used after physically mailing out the free report:

1. Mail free report along with research article and printed MRI example for discussion in report. Sending patient testimonials along with this report as well.
2. Immediately – Email sent right away confirming their order of the free report with a link to the website with more testimonials.
3. 1 day later – Email prospect to inform that the free report is on the way and what’s included with the report.
4. 4 days later – Call prospect to confirm receipt of the report and ask if they have any questions or would they like to schedule an evaluation.
5. 1 day later – Mail personal thank you note from the doctor.
6. 4 days later – Send email letting them know about the next letter they are about to receive.
7. 1 day later – Mail letter with a return envelope for them to send their most recent MRI for review. Included is a pre-paid envelope and a quick questionnaire about their current condition. This free MRI review only available for 14 days from the time stamped receipt of the letter.
8. 7 days later – Send another letter in the mail to talk about the free MRI review and let them know they only have 7 days left.
9. 3 days later – Post card is dropped in the mail reminding them of the MRI offer.
10. 3 days later – Added to the monthly newsletter and will continue to mail them until they die or call and ask to be removed from the mailing. As we have new testimonials we mail them along with the monthly newsletters. Sometimes these testimonials are on audio CD, or DVD, or printed along with a picture of the client.

(The last few items in # 10 are so inexpensive to produce and mail out it BLOWS my mind that when I mention these options they are met with such resistance. The few that utilize those tools are absolutely amazed by the powerful results.)

Well that is the gist of the mailing / emailing follow-up sequence that goes along with the free report. Since May 2012 he has mailed out hundreds of these free reports and is consistently booked out 2-3 weeks before someone can see him as a new patient. 

-Mr. Tracy Congdon

Renegade Marketer

(734) 740-0807 direct/cell

(734) 252-9014 office/v-mail
(734) 54408385 fax
www.MichiganBusinessesOnline.Com

"We cut through the clutter of normal advertising to create a steady stream of A-List, ready to buy customers, clients, patients (prospects) for your business month after month or your money back, GUARANTEED!"

Flyer Distribution is a Proven and Reliable Way of Bringing NEW Customers To Your Business!

Flyer distribution is a proven and reliable way of bringing in new customer$ each month! 

 

“EVERYTHING we do is tracked and measured to show you results!” 

NOW ONLY $1100. -25% = $825.00, 50% down then select date and time for delivery. Balance due on delivery start.

Southeast, MI - Door to door flyer distribution works great for Business-to-Consumer companies such as gyms, pizzerias, restaurants, stores, window installers & trades, and many others! 

Also GREAT for promoting events and fundraisers! 

Our field reps follow all applicable local and state laws and deliver your message on the flyers to the area(s) you target. Your flyers will be safely placed where the resident can see them.

We start with 5000 flyers delivered for $1500.00 and at the days end you receive a fax or emailed map highlighting the areas delivered to, along with any notes. 

1500 / 250 = 6 so roughly $6.00 per each NEW client! You make more than $6.00 per each new customer, client, or patient, right?

We distribute all different types of advertisements from simple flyers to door hangers, tri-folds, bi-folds, post-it notes, menus, etc.

For a small fee we can even help you design an ideal flyer for your business!

When properly utilized we average a 5% return.

“Compare that to other forms of marketing!”

We start getting VERY busy this time of year, set-up a meeting ASAP to see how we can boost your income!

The cliché is true: time waits for no one. There are always ample 'reasons' to wait - and the over-whelming (and unsuccessful) majority do!

"A grassroots marketing campaign is just as effective as television and billboard advertising without requiring the big budget. It is much harder to ignore a flyer or leaflet hanging on your door knob when you arrive home from work, or a poster or handbill at your favorite coffee shop than it is to change the channel or install an advertisement blocker. Guerilla marketing is here to stay and often available for a far less investment than you may expect and usually able to provide a much better return." 

Mr. Tracy G.J. Congdon

 “Renegade Marketer”

(734) 740-0807 call/text

Flyers@GetFound-On-Google.Com

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"Renegade Marketing" cuts through the clutter of regular day-to-day advertisements to create a steady stream of A-List, ready to buy, customers / clients / patients (prospects) for your business month after month or your money back, GUARANTEED!"

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Press Release Writing & Distribution / Flyer Distribution / Lead Generation / Inbound Marketing

“EVERYTHING we do is tracked and measured to show you results!” 

Imagine having 12+ sales reps working for you, for free...

 Local Business Network (LBN) coming to the Ypsilanti/Belleville, MI area! 

As a local chapter development director for the 734 (area code) area, I'm based out of Belleville. Just wanted to write this blog entry to let it be known we (LBN) are forming yet another chapter in the Ypsilanti area over the next several weeks. It is much easier to discuss this in person or over the phone but the outline is below if you prefer. 

Our meetings are twice a month and last roughly one and a half hours. As this is a newly forming chapter we are still determining if we want a morning, afternoon, or evening time slot. Our current/temporary location will be Woodstone Grill just off of 94 and Rawsonville near K-Mart and Dunham's. 

Anyone who has the ability to host the meeting has their membership fee waived. All other members pay $290. for the 1st 6 months then $240. for every six months after, unless they hold an officer's position. Again feel free to call or email for specifics. You can visit twice with no obligation to see if you even feel there is a "fit" for you. Testimonials http://www.locbusnet.com/testimonials.html 

We prefer local companies so we can build that strong proud neighborhood appeal. 

[NO interest in this area? You can still reach out and we can design and build a chapter around you.] 

Every single member that has joined us and put forth even little effort has seen tremendous growth in their business and in turn their income. We have a perfect fit for both sales professionals and business owners alike.

On top of networking we offer so much more to our members like one-on-one opportunities with any other member, numerous trainings, business social after hours, educational seminars, associate memberships to many business organizations like local chambers of commerce, MBPA and many others. http://locbusnet.com/partners.html

We are holding one of our larger functions on Tuesday October 20th in Southfield from 9:00 am - Noon. Email me for a free pass at Tracy@GetFound-on-Google.Com even though this event is free you can find more details about it here at http://www.locbusnet.com/online_payments.html 

We are currently looking to fill the following categories: Business/Law Attorney, Commercial Real Estate, Telecom/Internet Service Provider, Insurance, CPA/Accountant, Printer, Banking/Credit Union and more. 

Now for the important but a little bit more boring information...

LBN is a business referral organization whose primary purpose is to exchange qualified business referrals.  Founded in 1999, the organization presently has over 40 chapters http://www.locbusnet.com/chapters.html and nearly 700 members in Southeastern Michigan. 

LBN allows only one person in each business category, so our members all enjoy exclusivity in their category within their local chapter. Chapters meet twice a month to share information and referrals.  We host over 1000 meetings a year and encourage our members to visit as many chapter meetings as they would like as long as there are no direct competitors.  As a result of the training we provide in our unique system of “power networks”, many of our members report 20%, 30% or more of their business from LBN referrals.  Some have received over $1 million in referrals. 

www.LocalBusinessNetwork.Com

Time, location, and additional information can be found at https://www.facebook.com/LBN.Belleville.Ypsilanti

We look forward to helping you grow your business!

Best wishes,

-Mr. Tracy Congdon

Renegade Marketer

(734) 740-0807 direct/cell

(734) 252-9014 office/v-mail

https://www.linkedin.com/in/tcongdon 

https://www.facebook.com/GetFoundOnGoogle 

With our "Renegade Marketing," We cut through the clutter to create a steady stream of A-List, ready to buy prospects (customers/clients/patients) for your business month after month or your money back, GUARANTEED!" http://goo.gl/Ei1mmk  

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LBN HQ 7755 22 Mile Rd. #182244, Shelby Twp, MI 48318 (248) 620-6320

40 hours a month

Over the past several years we have assisted numerous businesses in growing by directing more traffic to them. Stumbling over a few obstacles ourselves, In fact, it is mandatory we study for no less than eight hours a month to stay on top of changes from both Google and Facebook. A quick sign a change is coming is when you start having issues with either one of them. Can't post something on Facebook, chances are they are preparing to update or add something. Many DIY tools have cropped up and some of them are fantastic. All require you have a certain degree of skills but more importantly the TIME commitment. 

On average we spend 40 hours a month on each client building and tweaking their listings, website(s,) video, and social media marketing etc. to get them where they need to be.

Test your website's search engine optimization with SEORCH this will generate a beautiful report you can use to tweak or even overhaul your website to maximize traffic. 

If you don't have the skill set or the time then feel free to call us to help you achieve your rankings. 

Get Found On Google 

(734) 252-9014

Best wishes,

-Tracy

New Ways to Win Customer Loyalty

According to a new white paper, "Leveraging Loyalty Data to Enhance the Customer Experience," many competitive companies are changing their approach to loyalty programs, based on new customer expectations.

Customer needs have always been a high priority for competitive sales organizations, but are you equipped to inspire long-term loyalty among your most valuable customers? It's no secret that the wants and needs of today's multichannel, social customers have become more intense than ever. At a minimum, customers expect

• higher levels of trust from companies and sellers,
• more benefits (for the same price),
• a better and deeper understanding of their needs, and
• quicker turnaround on questions and deliverables.

To meet these high demands, sales organizations are putting more pressure on loyalty programs to help them track and meet the preferences and desires of their most valuable customers.

In the white paper, industry experts Don Peppers, Founding Partner of Peppers & Rogers Group, and Melissa Boxer, Vice President of CRM Products Marketing and Loyalty Solutions at Oracle Corporation, say that sales leaders need to leverage integrated CRM systems and data in order to forge stronger bonds with customers and cement long-term loyalty. The goal is to use touchpoints to deliver a "unified, personalized, and relevant customer experience."

For example, Peppers describes his personal experience using Amazon.com to drive home the importance of cultivating an environment of trust: after clicking to purchase a book, Peppers received an automatic message notifying him that he had already bought that particular title. The message asked him to confirm that he wanted to buy another copy of the book.

"Now, here's the difference between ordinary trustworthiness and what [Peppers & Rogers cofounder] Martha Rogers and I call extreme trust, or trustability," says Peppers. "It wouldn't have been untrustworthy for Amazon simply to sell me the book I was ready to order; it wasn't Amazon's mistake, it was my mistake. And I wouldn't have considered the company to be dishonest in any way if it simply sent me a book that I ordered by mistake. But because of the data Amazon has access to, it was able to help me avoid making a mistake. Its database's memory of our past transactions was obviously better than mine. Amazon used that to gain my trust."

Your loyalty program should be using data to put structure around these kinds of customer touchpoints, say Peppers and Boxer. In this way, you can bring all your resources – sales, marketing, and customer service – to support customers and keep them happy. You can also start to segment customers and see from whom you're getting the most value. Peppers acknowledges that not all customers are created equal.

"Some customers are worth more, some are worth less," he says. "But to truly treat different customers differently, you have to treat each customer in a way that reflects everything you know about that customer. You want to be able to optimize your business around one customer at a time – not around the average customer, but around each different customer."

– Curated from Selling Power Editors

A few more simple steps to improve your online presence!

By Tracy Congdon

Once the keyword research and competitive analysis are done (since these are your very first steps in creating or improving your online presence or to “getting found online”), we can move on to a couple more.

Creating your citation, or how your company name, address, phone number, and website appear, is another overlooked step. You want it uniform across the entire web. Each correctly created listing gives you and your website more authority on the internet, increasing your placement.

For example your phone number could appear 734-252-9014 or 734.252.9014 or the more traditional (734) 252-9014. It doesn’t really matter how it appears as long as all of your business listings are identical, down to the placement of a period. Business listing websites like Merchant Circle, Yelp, and Citysearch will pull from Google, Yahoo, Bing or other reputable sites and create their own business listings for you. Their goal is to drive web traffic to them when a search is performed. These listings are not always identical, creating erroneous citations. These should be claimed and corrected as soon as possible. I created a tool to check your listings along with your online presence and posted it here http://goo.gl/8fQE2 (this link was created with Google’s URL shortener.) This link will open an application I have placed inside of my Facebook business page.

When you create certain business listings you must also claim them to make them effective. Feel free to email me for a complete listing of these sites or for additional help.

According to NYTimes.Com, 68 percent of consumers look for a company’s Facebook business page before they choose to do business with them. If you are not found there, those Facebook users will find your competitor and give them a call instead. Creating a correct Facebook business page, NOT a personal page, for your business will only benefit you. If you are not on Facebook, at least make sure your business is. There are companies, like us, that will create and monitor your Facebook page for you. We monitor over 35 pages and see to it they are up to date along with being found and generating positive traffic.

Tracy Congdon, president of Get Found on Google, has 15 years of business-to-business sales experience and over 5 years in business development. During that time, Tracy has extensively studied internet marketing, picture and video marketing along with consistently staying on top of Google’s numerous trends and changes in the way they rank websites. Combining these techniques gives him many powerful tools to place companies on the first page of a Google search for their industry and area in an organic (not paid advertising) search.

You can contact him at Tracy@GetFound-on-Google.Com; call (734) 252-9014; or visit the website atwww.GetFound-on-Google.Com.

ABEC's Small Business Review for August 2012