Episode #22 – How to Follow up and Convert Online

Building a business online requires many skill sets, and one major skill is being able to follow up and convert online. If you are able to achieve this, your business will grow dramatically. Tune into this Blog Post to learn how you can follow up and convert online easily and effortlessly.

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Victoria Ter

Author, World Traveller and Speaker

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READ TRANSCRIPT HERE: 

Hello and Welcome! This is Victoria Ter from Victoria Ter Lifestyle.com, the place where you will learn how to build, grow, and create a wildly profitable and successful Online business and be on your way to becoming the Ultimate Lifestyle Entrepreneur! Now, Whether you are building an affiliate or network marketing business, or even offering your own  products or services, this is the place to be! You will get tons of resources, how to’s and what’s working now in the Online World.  So let’s dive in to today’s Episode!

In Today’s Episode, I will be sharing with you how to follow up and convert with your prospects online!

I’m going to start with some ideas on what to do when you are prospecting, and when you are marketing. These tips will help you eliminate resistance and create curiosity.

 

Okay so you worked so hard to generate leads, only to have them sit there because you are not sure how to follow up and close on the sale.

Well first, you need Understand the difference between prospecting and marketing. The Are two completely different concepts.

  1.     Prospecting is Active, through email messages, phone calls, in person interviews, Facebook message, text message, one on one warm market.
  2.     Marketing is Passive – means you are doing blog post, Podcast, youtube video. You are Creating for an unknown person to react to it and hope that they like it, share it, and comment. It is basically targeting people that you do not know. It is a not a one on one.

Lets move on to the details of these concepts.

As a side note: When prospecting to people you already know. Do not send them to a Capture page (a link or page created so that they can put their information in again) This becomes redundant and can be very annoying for the individual who already said yes to getting more information from you. You already have their contact information, don’t make them do it again. They’ve already said yes to more information from you and are already a lead, even if you didn’t get them through a capture page. A lead is a lead no matter what form you get them through. 

Send them directly to the company information or training that does not require a login or inputting of their information in again.  Send them to a company resource or your own resource that is a webinar, audio, video, or what ever the information is. Something that they can consume with very few steps. Preferably a link that lets them just hit play.

If you send them to a capture page, they may just not bother at all to continue to see the information.

When Marketing, its a bit different than prospecting, because you normally don’t know any of the people. – the biggest mistake new marketers make here is sending them straight to a company link or information about the product or service, without a bridge in between to buffer it. 

So what you need to do, is create some sort of Video or Bridge clip about yourself and some value that you can give to them right there, before you send them to a product or service that you represent. What that does is it creates trust and builds on a relationship with the person on the other end. The person on the other side of a computer is a real live human being, bleeding real blood, you need to interact with them as such. 

So let their first opt in, be onto something that provides them value because people do not like to be sold, they like to buy though, so if you created that buffer video or landing page that provides value and a reason for people to want what you will offer, people may feel more comfortable to look at buying or signing up. 

Don’t Cause resistance, create Curiosity instead. 

Let me give you an example. 

If you were part of a health and wellness product, lets say, it’s a weight loss product.

You decide you want to post your business everywhere about your company and say buy this, and sign up with me here. Join my business, by my products. Yummy, tasty and you can loose weight from it. You see, when you do this, many times it may cause resistance because you sound like you are trying to pitch to them and as I mentioned earlier, people don’t like feel sold to. 

You see the Problem is:

  1.     People may not click on your link and just google the company name, and then they come across a few scam comments made by other people out there or negative reviews made by others out there, and you know there are always plenty. It will turn your prospect off and they will just say in their minds, its not for them, right there resistance was caused, and you’ve just lost them.
  2.     What also happens is, instead of creating curiosity, you’ve just eliminated it from them,  so they have no reason to click on the link.

The Solution to all this is:

You may want to Focus your marketing on either: Product or Opportunity.

On the capture page for Product, you can say something like…

“Are you sick of feeling tired because of your overweight body and always feeling insecure? Three ingredients you should probably avoid in your food that may be causing the weight gain!”  enter your name and email to learn more!”

I bet if the person reading fits the profile, they will definitely enter their information. In that phrase it created curiosity.

On the capture page for Opportunity, you can say something like…

“Are you struggling to pay your bills and living paycheck to paycheck? Learn the 3 Ways to make a side income without it interfering with what you are currently doing!  Enter your name and email for more information.”

Again this creates curiosity and they can’t google your company to see negative reviews since they don’t know the name of your company. The key is to get them to click on the link and enter their information to become a lead for future follow ups and sales.

So How to Follow up on a Product Interest:

Depending on the type of capture page you created. If its about the product, we talk about the benefits. If they enter their information, you know they are interested in the product and right there you have a commonality to open up in your follow up.

For an example in your follow up call you can say something along side this:

“I see you’ve entered your information on one of my websites about wanting to learn more about the ingredients that you should avoid in your food that causes weight gain. Is that correct? (they may say Yes) and you can say, well great, did you find the information helpful? Here, you will know if they are interested in your type of weight loss product or not. You will be asking them more questions…

Would you like to know about a product, when paired with the avoidance of these mentioned ingredients, can substantially decrease your weight and give you more energy? Etc.”

The key is to ask questions that draws out a problem, a pain that they are going through, you want to learn about what the underlining issue is, so that you can figure out if what you have to offer, can be a solution for them. Bottom line is finding out if what you have will fit what they need. But note, this concept is not scalable, but a great way to start in the beginning if you are new and want to crush it in your business fast. In the future, you would have to plug them in to a system that is duplicable. I’ll talk more about that in other episodes. 

How to follow up on an Opportunity Interest:

You will apply the same concept,  for a business opportunity. You will focus on the benefits of the Business.

One very important thing to understand if it is for a business opportunity follow up.

Your capture page usually leads them to a video link about the value. In this example, the Value that you would have had on the Video would have been about the 3 ways to make a side income.

The important thing here is, you want to spend the most time with people who have watched your video. If they said that they have not, you may insist that they do first before you continue with more information about your opportunity. If they insist that you tell them right there over the phone, you can say something like this.

“Well to be honest, I have a list of people that I need to follow up with right now that already watched the video, and I’ll need to prioritize. But if you are still interested, why don’t you watch the video first because it explains it in a very simple way. So, even If I tell you over the phone, I’m still going to need you to watch the video to see if this business is a fit for you or not. So if you’d like, perhaps tomorrow I can follow up with you, I have a 2pm or 5pm opened? How soon can you watch that video.”

What this does is it, forces them to watch the video. You should not be spending too much time with people who won’t watch the video. Just focus on generating more leads and prospects instead so you don’t get into desperate mode.

The objective is to get the video to do all the explaining and all you will need to do later is answer some questions.

It will also let them know if the business is a fit for them or not, and lets them understand that you are not desperate to sign up everyone and anyone if it is not a fit.

If someone doesn’t want to watch the video and insist you tell them over the phone, just leave them hanging. They are not serious enough about the business opportunity and may be wasting your time. Its okay to just leave them hanging there.

This also creates an authority posture because you are confident and not relying on their sign up to succeed. Its basically saying you will make it, with or without them.

It’s way easier to work with and you are also teaching them a duplicable way to prospect and follow up with their leads in the future.

If you start teaching people to use the company system, you will be much more successful with the business.

If they don’t watch the video, you move on and generate more leads. You need to understand that your time is valauble and if you don’t value it, no one else will. Know your worth, Dont linger or chase after any one lead. Do this, and you will see, people will flock to you because they will want your attention. 

Well that’s it for now!

Okay if this Episode helped you in anyway,  do like, subscribe from where ever you are consuming this from as I’m everywhere, and do share it with your teammates or a friend that needs to learn how to follow up and convert their leads. Also,  head on over to www.victoriaterlifestyle.com so that you can get access to all my inspiring tips and trainings so you can thrive successfully in your business!

And while you are there, grab my free ebook, it will show you exactly what I do to generate a healthy full time income for myself, and you will also be able to get on my VIP list that is open for only a very limited time, so don’t miss out on that, I will be sharing with only my VIP list only, exclusive information on the latest trainings, tools, and resources of what’s working now.

And don’t forget to Comment Below, because you know how much I love your comments as it makes creating these episodes so much more fun and give me more ideas to answer you questions,  So go ahead, comment below and tell me if you are struggling to convert your leads, and what else would you like to know?  Ask me any questions pertaining to that and I may feature my next episode with an answer to your questions.

Alright, I’ll see you on the flip side!!!

Again its Victoria Ter, coming to you from VictoriaTerLifestyle.com signing off!

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