SlideShare a Scribd company logo
1 of 17
AVOIDING FOLLOW UP
FAILURE: TURNING OLD
   LEADS INTO NEW
       CLIENTS
       LTC Expert Publications
      Valerie VanBooven RN BSN
          George Novoson
AGENDA

 Lead Nurturing or “Lead Care” Program

 Steps to take with different types of leads.
     • How Often?
     • What format?

 Develop a relationship (even if it’s automated!)

 Information to Offer Leads

 Q/A
F RO M “ N I C E TO H AV E ” TO
          M A N DA TO RY


I’ve seen lead nurturing go from “nice
to have” to a hard-set business
requirement for growing businesses.
W H A T I S L E A D N U RT U R I N G
         OR “LEAD CARE”

 Avoiding follow up failure begins with having a specific plan in mind
for regular follow up.
 Automated emails (autoresponders).
 Automated E-Newsletters
 Print Newsletters
 Follow up mail pieces

  IN THIS ECONOMY YOU NEED EVERY EDGE, IT’S ALL
        ABOUT REVENUE TO SURVIVE AND THRIVE.
DIFFERENT TYPES OF LEADS

 Opt-In through your website (consumer)

 Trade show/senior fair lead (consumer)

 Referral partner/networking (professional/business)

 Phone call in to the office. (consumer typically)

 Referral from a current client or friend. (consumer)
CONSUMER LEADS

 Opted- In from your website.

 Called the office.

 Referred by a current client or friend.

 Trade show/senior fair attendee (most unlikely to need services
immediately)
T R A D E S H OW / S E N I O R FA I R

 Name, address, phone, email
 If you have email addresses:
     • Send a thank you/hello/nice to meet you email.
     • Add to e-newsletter (make sure you have an unsubscribe option)
     • Send follow up email (personal in nature) every quarter.
 No email address:
     • Send a thank you/hello/nice to meet you letter (snail mail)
     • Ask them to subscribe to your e-newsletter
     • Send follow up mail (personal in nature) quarterly.
O P T E D - I N F RO M YO U R W E B S I T E

 Opted- In from your website.
     • Send an automated hello/thank you for visiting/ can we answer any
       questions email.
     • Subscribe to e-newsletter
     • Quarterly- hope everything is ok, personal email (even if automated)
CALLED THE OFFICE

 Called the office. ASK FOR EMAIL ADDRESS!!!!!!
     • Send an automated hello/thank you for visiting/ hope we were able
       to help/answer questions.
     • Subscribe to e-newsletter
     • If NOT a new client - Quarterly- hope everything is ok, personal
       email (even if automated)
     • If NEW CLIENT- Just send the monthly e-newsletter.
REFERRED BY A CURRENT
       C L I E N T O R F R I E N D.

 Referred by a current client or friend. ASK FOR EMAIL
ADDRESS!!!!!!
     • Send an automated hello/thank you for visiting/ hope we were able
       to help/answer questions.
     • Subscribe to e-newsletter
     • If NOT a new client - Quarterly- hope everything is ok, personal
       email (even if automated)
     • If NEW CLIENT- Just send the monthly e-newsletter.
     • Send referral a personal thank you SNAIL MAIL letter.
     • Ask for a TESTIMONIAL.
REFERRED BY A CURRENT
       C L I E N T O R F R I E N D.

 Referred by a current client or friend. ASK FOR EMAIL
ADDRESS!!!!!!
     • Send an automated hello/thank you for visiting/ hope we were able
       to help/answer questions.
     • Subscribe to e-newsletter
     • If NOT a new client - Quarterly- hope everything is ok, personal
       email (even if automated)
     • If NEW CLIENT- Just send the monthly e-newsletter.
     • Send referral a personal thank you SNAIL MAIL letter.
     • Ask for a TESTIMONIAL.
WHAT TO INCLUDE
   Opted- In from your website.
   Called the office.
   Referred by a current client or friend.
   Trade show/senior fair attendee (most unlikely to need services immediately)

Each piece of communication sent to ANY lead should include:
 Social Media Connections
             •    Website, Facebook, LinkedIn, Twitter, YouTube,
 Office Contact Information
             •    Email, Phone, Office address, Website, a Personal Contact Name
R E F E R R A L PA R T N E R / N E T WO R K I N G
      (PROFESSIONAL/BUSINESS)


  Get their business card….OR ASK FOR EMAIL ADDRESS!!!!!!
     • Send an automated hello/thank you for connecting/ nice to meet
       you.
     • Subscribe to e-newsletter
     • If they have not sent a new client - Quarterly- hope everything is
       ok, personal email (even if automated), invite to meet for coffee or
       lunch, visit.
     • If THEY HAVE SENT NEW CLIENT- Just send the monthly e-
       newsletter.
     • Send a personal thank you SNAIL MAIL letter.
     • Ask for a TESTIMONIAL (when appropriate).
DEVELOPING A RELATIONSHIP

Bill Clinton- “he is absolutely magnetic and focuses completely on you when you talk, giving
you the sense that he truly wants to know your concerns. ”


“I have not and would not vote for a Clinton, but I have met the President at least three
times. He lives near me. He is very friendly and very good at asking about you and relating
whatever he is talking about to the people with whom he is speaking. He is a people person”


ESFP (Extraverted Sensing Feeling Perceiving)
I N F O R M A T I O N TO O F F E R L E A D S

 1.   FAQ Information

 2.   White Paper (Free Report)

 3.   Brochures

 4.   Testimonials

 5.   Self-Assessment Test (Is it time for care?)

 6.   Newsletters or E-Newsletters

 7.   Invitations to Upcoming Events as your special guest.
NEXT STEPS:
Next Steps:

1.   Asses your own website- does his handle your follow up for you?

2.   Do you have a great CRM in place to automate and categorize leads?

3.   Do you have a rating system for leads? (Likely to do business vs unlikely to
     do business)

4.   Talk with the leader in online and internet marketing for elder care and
     senior services about “LEAD CARE”.
CONTACT US:
      George Novoson:
          George@ltcep.com
            888-404-1513

    Valerie VanBooven RN BSN
          Valerie@ltcep.com
            888-404-1513




www.LTCSocialMark.com

More Related Content

Similar to Turning Home Care Leads into Clients - Avoiding Follow Up Failure

Why list building is important
Why list building is importantWhy list building is important
Why list building is importantMohammad Bagheri
 
RelationshipMarketing
RelationshipMarketingRelationshipMarketing
RelationshipMarketingCathy Connors
 
Visitors - 23-03-2023.pptx
Visitors - 23-03-2023.pptxVisitors - 23-03-2023.pptx
Visitors - 23-03-2023.pptxHariharanB30
 
Maximizing your online investment
Maximizing your online investmentMaximizing your online investment
Maximizing your online investmentAntoine Dupont
 
B2B Inbound Sales Emails Webinar With Customer.io & Close.io
B2B Inbound Sales Emails Webinar With Customer.io & Close.ioB2B Inbound Sales Emails Webinar With Customer.io & Close.io
B2B Inbound Sales Emails Webinar With Customer.io & Close.ioClose.io
 
Peer-to-Peer Boot Camp: Target Muscles to Get Toned
Peer-to-Peer Boot Camp: Target Muscles to Get TonedPeer-to-Peer Boot Camp: Target Muscles to Get Toned
Peer-to-Peer Boot Camp: Target Muscles to Get TonedShana Masterson
 
Build your business webcast
Build your business webcastBuild your business webcast
Build your business webcastPhil Hollows
 
Business Letter Writing, E-mail Guidelines & Etiquette
Business Letter Writing, E-mail Guidelines & Etiquette Business Letter Writing, E-mail Guidelines & Etiquette
Business Letter Writing, E-mail Guidelines & Etiquette CEO SUITE
 
2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...
2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...
2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...Localogy
 
How to Increase Sales With Email and Newsletters
How to Increase Sales With Email and NewslettersHow to Increase Sales With Email and Newsletters
How to Increase Sales With Email and NewslettersRightOnNoBullMarketing
 
TypeA 2012 RSS & Email Subscriptions
TypeA 2012 RSS & Email SubscriptionsTypeA 2012 RSS & Email Subscriptions
TypeA 2012 RSS & Email SubscriptionsPhil Hollows
 
Top tips email marketing for Lincoln Better Business Event
Top tips email marketing for Lincoln Better Business EventTop tips email marketing for Lincoln Better Business Event
Top tips email marketing for Lincoln Better Business EventJohn Owens
 
Email Do's and Don'ts For Peer-to-Peer Fundraising
Email Do's and Don'ts For Peer-to-Peer FundraisingEmail Do's and Don'ts For Peer-to-Peer Fundraising
Email Do's and Don'ts For Peer-to-Peer FundraisingShana Masterson
 
2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer List
2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer List2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer List
2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer ListLocalogy
 

Similar to Turning Home Care Leads into Clients - Avoiding Follow Up Failure (20)

Why list building is important
Why list building is importantWhy list building is important
Why list building is important
 
The Keys to Referability
The Keys to ReferabilityThe Keys to Referability
The Keys to Referability
 
RelationshipMarketing
RelationshipMarketingRelationshipMarketing
RelationshipMarketing
 
Visitors - 23-03-2023.pptx
Visitors - 23-03-2023.pptxVisitors - 23-03-2023.pptx
Visitors - 23-03-2023.pptx
 
Maximizing your online investment
Maximizing your online investmentMaximizing your online investment
Maximizing your online investment
 
B2B Inbound Sales Emails Webinar With Customer.io & Close.io
B2B Inbound Sales Emails Webinar With Customer.io & Close.ioB2B Inbound Sales Emails Webinar With Customer.io & Close.io
B2B Inbound Sales Emails Webinar With Customer.io & Close.io
 
Business Correspondence
Business CorrespondenceBusiness Correspondence
Business Correspondence
 
Peer-to-Peer Boot Camp: Target Muscles to Get Toned
Peer-to-Peer Boot Camp: Target Muscles to Get TonedPeer-to-Peer Boot Camp: Target Muscles to Get Toned
Peer-to-Peer Boot Camp: Target Muscles to Get Toned
 
Automated Marketing
Automated MarketingAutomated Marketing
Automated Marketing
 
Build your business webcast
Build your business webcastBuild your business webcast
Build your business webcast
 
Business Letter Writing, E-mail Guidelines & Etiquette
Business Letter Writing, E-mail Guidelines & Etiquette Business Letter Writing, E-mail Guidelines & Etiquette
Business Letter Writing, E-mail Guidelines & Etiquette
 
2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...
2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...
2019 MarketingBitz Bootcamp (Washington, D.C.): Get New and Repeat Business o...
 
How to Increase Sales With Email and Newsletters
How to Increase Sales With Email and NewslettersHow to Increase Sales With Email and Newsletters
How to Increase Sales With Email and Newsletters
 
Email Makeover
Email MakeoverEmail Makeover
Email Makeover
 
The Art of the Autoresponder - Emily Sloan-Pace, Zoho Corporation
The Art of the Autoresponder - Emily Sloan-Pace, Zoho CorporationThe Art of the Autoresponder - Emily Sloan-Pace, Zoho Corporation
The Art of the Autoresponder - Emily Sloan-Pace, Zoho Corporation
 
The Art of the Autoresponder - Emily Sloan-Pace, Zoho Corporation
The Art of the Autoresponder - Emily Sloan-Pace, Zoho CorporationThe Art of the Autoresponder - Emily Sloan-Pace, Zoho Corporation
The Art of the Autoresponder - Emily Sloan-Pace, Zoho Corporation
 
TypeA 2012 RSS & Email Subscriptions
TypeA 2012 RSS & Email SubscriptionsTypeA 2012 RSS & Email Subscriptions
TypeA 2012 RSS & Email Subscriptions
 
Top tips email marketing for Lincoln Better Business Event
Top tips email marketing for Lincoln Better Business EventTop tips email marketing for Lincoln Better Business Event
Top tips email marketing for Lincoln Better Business Event
 
Email Do's and Don'ts For Peer-to-Peer Fundraising
Email Do's and Don'ts For Peer-to-Peer FundraisingEmail Do's and Don'ts For Peer-to-Peer Fundraising
Email Do's and Don'ts For Peer-to-Peer Fundraising
 
2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer List
2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer List2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer List
2018 NYC MarketingBitz Bootcamp: Email Marketing & Your Customer List
 

Recently uploaded

IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...IMARC Group
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...Khaled Al Awadi
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfSourav Sikder
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..dlewis191
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...Brian Solis
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakEditores1
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 

Recently uploaded (20)

IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerak
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 

Turning Home Care Leads into Clients - Avoiding Follow Up Failure

  • 1. AVOIDING FOLLOW UP FAILURE: TURNING OLD LEADS INTO NEW CLIENTS LTC Expert Publications Valerie VanBooven RN BSN George Novoson
  • 2. AGENDA  Lead Nurturing or “Lead Care” Program  Steps to take with different types of leads. • How Often? • What format?  Develop a relationship (even if it’s automated!)  Information to Offer Leads  Q/A
  • 3. F RO M “ N I C E TO H AV E ” TO M A N DA TO RY I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for growing businesses.
  • 4. W H A T I S L E A D N U RT U R I N G OR “LEAD CARE”  Avoiding follow up failure begins with having a specific plan in mind for regular follow up.  Automated emails (autoresponders).  Automated E-Newsletters  Print Newsletters  Follow up mail pieces IN THIS ECONOMY YOU NEED EVERY EDGE, IT’S ALL ABOUT REVENUE TO SURVIVE AND THRIVE.
  • 5. DIFFERENT TYPES OF LEADS  Opt-In through your website (consumer)  Trade show/senior fair lead (consumer)  Referral partner/networking (professional/business)  Phone call in to the office. (consumer typically)  Referral from a current client or friend. (consumer)
  • 6. CONSUMER LEADS  Opted- In from your website.  Called the office.  Referred by a current client or friend.  Trade show/senior fair attendee (most unlikely to need services immediately)
  • 7. T R A D E S H OW / S E N I O R FA I R  Name, address, phone, email  If you have email addresses: • Send a thank you/hello/nice to meet you email. • Add to e-newsletter (make sure you have an unsubscribe option) • Send follow up email (personal in nature) every quarter.  No email address: • Send a thank you/hello/nice to meet you letter (snail mail) • Ask them to subscribe to your e-newsletter • Send follow up mail (personal in nature) quarterly.
  • 8. O P T E D - I N F RO M YO U R W E B S I T E  Opted- In from your website. • Send an automated hello/thank you for visiting/ can we answer any questions email. • Subscribe to e-newsletter • Quarterly- hope everything is ok, personal email (even if automated)
  • 9. CALLED THE OFFICE  Called the office. ASK FOR EMAIL ADDRESS!!!!!! • Send an automated hello/thank you for visiting/ hope we were able to help/answer questions. • Subscribe to e-newsletter • If NOT a new client - Quarterly- hope everything is ok, personal email (even if automated) • If NEW CLIENT- Just send the monthly e-newsletter.
  • 10. REFERRED BY A CURRENT C L I E N T O R F R I E N D.  Referred by a current client or friend. ASK FOR EMAIL ADDRESS!!!!!! • Send an automated hello/thank you for visiting/ hope we were able to help/answer questions. • Subscribe to e-newsletter • If NOT a new client - Quarterly- hope everything is ok, personal email (even if automated) • If NEW CLIENT- Just send the monthly e-newsletter. • Send referral a personal thank you SNAIL MAIL letter. • Ask for a TESTIMONIAL.
  • 11. REFERRED BY A CURRENT C L I E N T O R F R I E N D.  Referred by a current client or friend. ASK FOR EMAIL ADDRESS!!!!!! • Send an automated hello/thank you for visiting/ hope we were able to help/answer questions. • Subscribe to e-newsletter • If NOT a new client - Quarterly- hope everything is ok, personal email (even if automated) • If NEW CLIENT- Just send the monthly e-newsletter. • Send referral a personal thank you SNAIL MAIL letter. • Ask for a TESTIMONIAL.
  • 12. WHAT TO INCLUDE  Opted- In from your website.  Called the office.  Referred by a current client or friend.  Trade show/senior fair attendee (most unlikely to need services immediately) Each piece of communication sent to ANY lead should include:  Social Media Connections • Website, Facebook, LinkedIn, Twitter, YouTube,  Office Contact Information • Email, Phone, Office address, Website, a Personal Contact Name
  • 13. R E F E R R A L PA R T N E R / N E T WO R K I N G (PROFESSIONAL/BUSINESS)  Get their business card….OR ASK FOR EMAIL ADDRESS!!!!!! • Send an automated hello/thank you for connecting/ nice to meet you. • Subscribe to e-newsletter • If they have not sent a new client - Quarterly- hope everything is ok, personal email (even if automated), invite to meet for coffee or lunch, visit. • If THEY HAVE SENT NEW CLIENT- Just send the monthly e- newsletter. • Send a personal thank you SNAIL MAIL letter. • Ask for a TESTIMONIAL (when appropriate).
  • 14. DEVELOPING A RELATIONSHIP Bill Clinton- “he is absolutely magnetic and focuses completely on you when you talk, giving you the sense that he truly wants to know your concerns. ” “I have not and would not vote for a Clinton, but I have met the President at least three times. He lives near me. He is very friendly and very good at asking about you and relating whatever he is talking about to the people with whom he is speaking. He is a people person” ESFP (Extraverted Sensing Feeling Perceiving)
  • 15. I N F O R M A T I O N TO O F F E R L E A D S 1. FAQ Information 2. White Paper (Free Report) 3. Brochures 4. Testimonials 5. Self-Assessment Test (Is it time for care?) 6. Newsletters or E-Newsletters 7. Invitations to Upcoming Events as your special guest.
  • 16. NEXT STEPS: Next Steps: 1. Asses your own website- does his handle your follow up for you? 2. Do you have a great CRM in place to automate and categorize leads? 3. Do you have a rating system for leads? (Likely to do business vs unlikely to do business) 4. Talk with the leader in online and internet marketing for elder care and senior services about “LEAD CARE”.
  • 17. CONTACT US: George Novoson: George@ltcep.com 888-404-1513 Valerie VanBooven RN BSN Valerie@ltcep.com 888-404-1513 www.LTCSocialMark.com