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About this lesson
Now that you know who you are going to contact it is time to begin reaching out to them. In this video you will learn proven techniques for connecting with prospects.
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Quick reference
Reach Out To Your Ideal Client List
To connect with your ideal clients, you need to reach out to them through email, phone or mail. Ensure that you have at least 6-8 touches with your ideal client. It takes 6-8 touches before they will know you and see that you are adding value.
When to use
As a sales person, you should always reach out to your ideal clients so they know what you have to offer them
Instructions
Once you have your ideal client list and you know a little bit about your ideal customer, you need to reach out to those clients. There are a few ways to do this.
- Email
- Emailing these clients is the most popular.
- In the email, you can include your CCD (clear, concise description) of what you do, who you help and what you believe.
- Include in the email a follow up time.
- Phone
- Sending an email is good but follow up with a phone call.
- Clients receive so many emails in a day that sometimes they might not even see the email or they might see it, but other emails take priority.
- Mail
- Reach out to clients with a personal note.
- A handwritten card or note addressed to the client.
Here is a good sequence of events to ensure that you get your 6-8 touches in.
- Send an email.
- Follow up phone call
- If no response, send another email.
- Another follow up phone call
- If no response, send another email
- Another follow up phone call.
- Send something in the mail.
- If no response, send a final email and state that this is your last email.
- Last follow up call and tell them it your last call.
- 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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