Reach Out

Quick reference

• 00:04 In this video, we're going to continue with step three.
• 00:08 Get connected.
• 00:10 Okay, so now you know who your ideal client is.
• 00:13 You know a little bit about them.
• 00:14 Now you really have to get connected with them.
• 00:17 So you have to reach out, okay?
• 00:19 So how do you reach out?
• 00:21 Well, nowadays, the most popular way for people to reach out is what?
• 00:26 Email, right?
• 00:28 We love email.
• 00:29 Cuz email, we can put our CCD, our clear concise description of what we do,
• 00:34 who we help, what we believe, right?
• 00:36 We can put that into an email, okay?
• 00:39 Which is great, and I speak to so many business owners and salespeople that say,
• 00:43 well, you know what, I sent such and such and email, and they didn't respond.
• 00:47 They must not want my business.
• 00:49 Really?
• 00:50 You and I, we're professionals.
• 00:52 We know that there's more than that, right?
• 00:53 Okay, good.
• 00:54 So the magic number is six to eight.
• 00:58 What does that mean?
• 00:59 Six to eight touches, so that somebody gets to know you.
• 01:03 Gets to know you're adding value, and gets to know and trust you.
• 01:07 Especially, if you are doing videos, and you're teaching, you're giving them
• 01:11 something that's actually valuable to them, you can send some emails.
• 01:15 So, I have email marketing set up in a campaign.
• 01:19 When somebody raises their hand and says, hey I'm interested in some training?
• 01:22 They go into this funnel, where they get some videos, they get some ebooks from me,
• 01:27 they get some free information to show that, hey I'm the expert, right?
• 01:32 And they get to know me.
• 01:33 A lot of times people call me, and they feel like they know me,
• 01:36 even though we've never met.
• 01:38 That's the beauty of this system, okay, so it's great.
• 01:41 So what I recommend to a lot of my clients is to send an email, but
• 01:46 then also follow up with a phone call, okay?
• 01:49 And you may be building this already, but I'm gonna give you a really cool sequence,
• 01:53 to really make sure that you are touching the people that you need to touch, okay?
• 01:58 Good. So you follow up on the phone,
• 01:59 because sometimes, email.
• 02:00 How many emails do you get a day?
• 02:03 How many emails do your clients get a day?
• 02:05 Sometimes they may see it, sometimes they may not see it.
• 02:08 Sometimes they'll see it and go, my gosh, I gotta call such and such.
• 02:10 And then that email gets pushed down, and a million more come in.
• 02:15 Okay, so follow up with a phone call.
• 02:17 And I like to put in my emails, hey,
• 02:19 I will follow up with you tomorrow at 3 o'clock.
• 02:23 Right, so now you're telling them that you're gonna call.
• 02:25 And so now when I call I say, hey, you know what?
• 02:28 Joe Smith, he's expecting my call.
• 02:31 Right, he is, because I told him, hey, I'm gonna call.
• 02:35 A lot of times I'll put in there, I promise to call.
• 02:38 So now, if somebody picks up the phone,
• 02:40 I can say, I promised to call Jed Smith today at 3 o'clock.
• 02:43 Boom.
• 02:45 That's powerful.
• 02:46 Okay, so now you're doing the phone.
• 02:48 And the third way to get connected and to reach out, Is by snail mail.
• 02:54 Remember snail mail?
• 02:55 Remember back when you were a kid, and you'd get something in the mail?
• 02:58 And you'd open it up, and there's that personal note, maybe for your birthday or
• 03:01 for a holiday, and you got the nice holiday card from your grandparents, or
• 03:05 an aunt, or an uncle, or a friend or something?
• 03:07 You open it up and see if there's any money in there?
• 03:09 You remember those days?
• 03:10 It was awesome!
• 03:11 It was a great feeling.
• 03:13 So, I strongly recommend, now that you know who your ideal client is,
• 03:17 you got a list of those people.
• 03:19 You know something about them.
• 03:22 Reach out to them with a personal note, okay?
• 03:26 Not just sending them fliers and the stuff that will go into their junk, and
• 03:30 then they just throw it into the trash.
• 03:33 No, something that sticks out, a little card, hat's hand written,
• 03:37 addressed to them, and they can open it up.
• 03:39 And then you can talk about whatever it is, whatever rapport points.
• 03:43 We're gonna talk about that as well, in some upcoming videos.
• 03:46 So what I like to do, is I like to send an e-mail.
• 03:50 I do a follow-up phone call, and if I don't get a response from either of those,
• 03:55 I'll send another e-mail.
• 03:56 I'll do another follow up phone call.
• 03:58 So now I'm at four touches, okay?
• 04:00 I'll send another email, I'll do another phone call.
• 04:04 That's six touches.
• 04:05 I will send something in the mail.
• 04:08 That's seven touches.
• 04:09 And then, usually what I'll do is I'll send one more email, which is eight,
• 04:14 and I'll say, this is my last email.
• 04:16 I know you're busy, this is my last email, and then I'll also do a phone call,
• 04:20 a follow up phone call.
• 04:21 All right, so there is a lot of touches in there, but
• 04:24 I tell them this is the last one, because if they really are interested,
• 04:29 that's when I get 80% of my calls.
• 04:31 Is after that last email and that last phone call.
• 04:34 Most sales people, they give up after one or two attempts.
• 04:37 No, this person's not interested.
• 04:39 That's throwing thousands of dollars down the drain.
• 04:43 Could be millions, depending on what you're selling, okay?
• 04:45 So, be very careful that you follow up.
• 04:49 And we're gonna talk about follow-up as well.
• 04:51 But you have to reach out, you have to reach out to get connected.
• 04:54 Okay?
• 04:55 Good.
• 04:56 So reach out, email, phone and mail, it has to be consistent.
• 05:01 I like to do the switch off with the emails and the phone calls.
• 05:04 Hey, sorry I missed you on the phone call, wanna send you another email.
• 05:08 I'll give you a call at this day.
• 05:10 You call, and boom, hopefully you get them, okay?
• 05:13 Especially if you've got some information that you found out about them,
• 05:16 that's really important to them.
• 05:18 Like me and Almalfi getting married in the same church as a client, okay?
• 05:23 As a prospect.
• 05:24 All right, great job today.
• 05:27 You guys have done a lot.
• 05:29 Keep practicing.
• 05:30 Keep doing it.
• 05:31 And I will see you in the next video.

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