Mail Follow Up

Quick reference

• 00:04 Congratulations, you made it to the last video.
• 00:08 We're continuing with step eight, the follow-up.
• 00:11 Now, the final piece of the follow-up,
• 00:13 this is the icing on the cake, this can make the difference in your business.
• 00:18 It's the mail follow-up, or the snail mail follow-up, why is that so important?
• 00:24 Remember when you were young and
• 00:26 you used to get those cards from your grandparents during Christmas,
• 00:30 or your birthday, or whatever holiday it was, do you remember those?
• 00:34 And you'd open them up and there might be money in there and you're looking for
• 00:37 it, right?
• 00:38 It's that same feeling when you hand write a note to somebody and
• 00:44 thank them for their business.
• 00:46 Okay, thank them for their business, even if they didn't buy from you.
• 00:49 Thank them for coming in, thank them for their appointment.
• 00:52 I can't tell you how they feel when they get those.
• 00:56 Sometimes I'll send those out and people will just call me and tell me thank you so
• 00:59 much, I got your beautiful card.
• 01:00 It's just a little thank you note, where I just personally wrote thank you, okay.
• 01:04 People love that, it goes so far, it goes a long way.
• 01:08 You can even put a couple business cards in there, you can ask for
• 01:11 referrals in there, which is great, right?
• 01:13 Who else do you know that could benefit from my services,
• 01:17 I promise to take great care of them, it can be a little p.s in there, right?
• 01:22 And if they haven't bought yet, you wanna specify the next steps, okay.
• 01:28 Hey, I'm gonna call you next week so we can solidify that next appointment, so
• 01:32 we can schedule the time when I'm gonna come talk to your committee, so
• 01:35 we can schedule that appointment with your boss, okay.
• 01:38 So you're handling some business things in here that are moving your sale forward.
• 01:44 But the bold print is to hand write a thank you card to the prospect,
• 01:49 thanking them for their business, thanking them for their appointment, okay.
• 01:53 So if you haven't gotten the sale yet, that's okay, send it to them as well.
• 01:57 Cuz that could be that one piece, they're just wondering hey,
• 02:00 do I really have a connection with this person, are they really professional?
• 02:04 That could be the one thing that's holding them on the fence, and
• 02:07 they get this from you, that could make all the difference in the world.
• 02:11 And it's not a space where a lot of people are playing right, so
• 02:15 what do they get in the mail?
• 02:16 They get bills, they get solicitations, they get the junk mail,
• 02:20 that stuff goes straight to the trash.
• 02:22 If you hand write it, or you have your assistant hand write it,
• 02:25 addressed to them, you put your name with the hand writing.
• 02:29 When they get that thank you card, it's that kind of shape and
• 02:32 it's addressed to them, they're gonna feel good, okay.
• 02:36 And what's so great about this is that's where a lot of your referrals
• 02:39 will come from as well, okay.
• 02:41 So let's recap the final step, the final follow-up, the mail follow-up, snail mail.
• 02:47 Hand write a thank you card to the prospect thanking them for
• 02:50 an appointment, okay.
• 02:52 You can also specify the next steps in there, I'm going to call you next,
• 02:56 I'll send you an email, let's get this on the books for our next appointment.
• 03:01 Okay, and then ask the prospect for referrals, get yourself in the habit
• 03:06 of your follow-up, on your emails, your phone calls, you're sending mail to them,
• 03:12 ask for the referrals, if you don't ask you won't always receive.
• 03:16 Okay, if you're getting ten referrals a year right now, if you start asking
• 03:20 everybody you can triple that number, quadruple that number like that.
• 03:24 Okay, so you guys got this, congratulations!
• 03:29 You made it through the whole course, if there's other videos you wanna see again
• 03:32 go back, watch those videos, and start practicing.
• 03:36 That's what this is all about, practice, implement, don't take my word for it,
• 03:40 get out there, try it.
• 03:42 This stuff works, you will see amazing results with consistency.
• 03:48 Consistently building these habits, putting these tools,
• 03:50 these strategies into place.
• 03:52 You're gonna watch your paycheck go up,
• 03:54 you're gonna watch your revenues go up, and you're going to enjoy doing it.
• 03:59 I'm David Brownlee, congratulations, great job, and
• 04:02 we'll see you in the next program.

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