While building a great product is important for every startup, finding and close prospective customers is a skill many entrepreneurs often overlook. Some potential customers buy right away, but what do you do with prospects that aren’t ready to buy yet? How do you keep them warm without spending a ton of effort? Learn the tools and best practices to stay in touch with -- and ultimately close -- the leads that matter most
What you'll learn in this class:
- The 4 step framework to stay relevant with top leads
- 12 new tools to automatically manage your follow ups
- How to get updates sent to your inbox on any lead
- BONUS: 4 tools to mine leads from LinkedIn and Twitter
Originally presented by Tony Cappaert (Co-Founder of Contactually) during a Startup America webinar.
8. Why should you follow up
with your network?
Because following up:
more leads
more closed sales
more $$$
9.
10. Follow up is key
with any lead
• Lead = prospective or current customer,
colleague, family member, friend, etc
• We all know we should follow up with
folks, but we don’t
• Why don’t we? Because it’s HARD and
we don’t have enough TIME
12. Use the 4 Step
Framework to...
• Send timely, personal, and relevant follow
ups to your top contacts
• Use tools to make the entire process
easier and more automatic
16. Ways to make your
emails personal
• Major life events: birthdays, children,
vacations
• Major professional events: job changes or
promotions, company news
21. Good Content is King
• Relevant relevant relevant
• Keep it related to their interests, hobbies,
company
• And even if it’s relevant, make sure it’s good
content that they’ll appreciate receiving
27. The best way to add
value is through intros
• Much like content, people want intros to
other people that are relevant
• Make sure the intros are mutually
beneficial to both parties
32. Managing a manual follow
up system is hard
• Lots of different products and sites
• Very time consuming
• People are probably still going to slip
through the cracks
36. Yep, one of these is my startup.
It’ll be quick (and useful). I promise!
37. Framework Recap
1. Find personal opportunities to reconnect
2. Deliver value through content
3. Deliver value through your network
4. Systematize for the long-run