Following up with a new lead is similar to a farmer fertilizing his crops, and it’s just about as important. It helps the lead develop into an actual customer. You need to show that new lead that you’re real and trustworthy, so you don’t want to stay anonymous or seem aloof. In other words, don’t be a stranger: you need to follow up with that new prospect right away.

Using an autoresponder is the most effective way to follow up with leads. An autoresponder is a piece of software that helps the user keep up with new leads, manage older contacts and follow up with both on a regular basis. This process is particularly important at the beginning of the relationship. And yes, relationship is the right word. You are developing faith and trust in each other.

Whenever someone joins your mailing list, an autoresponder immediately sends that person a welcome or thank you message. It can be configured to send the number of messages you need at the intervals you select. Although the initial welcome message should be sent out immediately, subsequent messages can be sent at the intervals you choose – daily, weekly or whatever other interval you need.

Subsequent messages will walk them through your system, offering other items along the way. Since you probably gave them something for free at the outset, you have already set a precedent that you do what you say you will do. As you bring the prospect along, you can sell them other low end products and build their trust as you do. At the end of this process, you will then offer your main money maker and hopefully they will buy it.

An autoresponder provides a great deal of help in this process, but it can also do other things. If you are receiving many inquiries, an autoresponder is able to organize your contact list and keep you informed about exactly where each contact is in the process. It will also let you send messages that are called “announcements” whenever you want. For example, you might find an especially good product at an amazingly low price. You’ll be able to use an announcement to offer it to your leads.

Spam reports are a risk with email marketing. However, autoresponder software protects you from the danger of these reports by including an “unsubscribe” link in every message. If an email recipient has the ability to opt out at any time but doesn’t, then your emails are not spam and you are safe from spam reports. In a way, it’s similar to insurance.

Here’s the bottom line: you need to follow up with your prospects and maintain contact at all times. Autoresponder software will do this for you easily and automatically. Customers actually expect to hear from you periodically. If you don’t contact them from time to time, they’ll think you’re useless and will opt out of your contact list without even saying goodbye.

When you use an autoresponder for lead follow-up, your list of contacts will continue to be satisfied.

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Sales people have tried for decades to get new sales leads in all kinds of ways. They set up booths at fairs, shopping centers, and festivals. They cold called or walked up to strangers on the street. These are all ineffective ways to get new leads. When approached in this manner, the average person will give you a flat out rejection because the do not want to be bothered or aren’t interested at the moment. Some people continue to use some of these methods yet today and are relying on the law of averages to bring them an interested customer once in a while. They more people they approach, the greater the chance someone will be interested. That is not a fun way to get new leads and it takes much more work than is needed. A better way to get new sales leads is to simply let interested customers come to you.

Attracting Customers

If you were to open a brick and mortar store, you would look for ways to spread the word about your business. You would put up signs and maybe even a big billboard. You would probably take out a big ad in the paper so everyone in the area would know you are open and ready to do business. What about when your business is online? You can’t very well put up a billboard for that since your potential customers are all across the globe. Actually, you can do something much better. You can rely upon internet marketing methods like pay per click and SEO to draw customers to your business no matter where they live in the world.

Let’s face it, cold calling just doesn’t work in today’s society. It just makes people angry and you will only rarely find anyone interested enough to listen to your sales pitch. However, when you use techniques like pay per click and search engine optimization, the website for your business ranks high in search engines so a potential customer can easily find you when they enter a related search term. If they are looking for what you are selling, they will be lead right to your site, all warmed up and interested.

Don’t waste your valuable time and money advertising to people who are not interested in what you are selling. Use internet marketing methods to attract customers to your online site so they are warmed up and more likely to buy when they read your sales pitch.

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