Did you know that the faster you follow up, the more you can build the relationship and more likely to close the deal? Yes! Customers want to get services to companies that are responsive. Listen to this episode for growth strategies.
Did you know that the faster you follow up, the more you can build the relationship and more likely to close the deal? Yes! Customers want to get services to companies that are responsive. Listen to this episode for growth strategies.
Den Lennie (2s):
G’day guys! It’s Den here, it is Tuesday, the 13th of April here in Australia with episode 173, this week’s shorty on the How to Scale a Video Business Podcast. So, I’m just gone off my weekly coaching call of my clients, and we’ve been talking about it, all things marketing, which raises a question, which is, are you giving up to quickly when it comes to connecting with prospects and taking the conversation beyond just the initial stage? Just wanna share with you why I think it’s possible that you are on today’s session.
Den Lennie (48s):
I think where most businesses fail in marketing, and this is across all marked say across all businesses is the, they give up too quickly when it comes to following up with a prospect. So, you know what happens is, so it makes me inquiry and maybe you get back to the moon two or three days, which is not uncommon. If you don’t get any feedback, then believe it or not, 50% of people give up. If you make a second contact, then you’re starting to get it into the game. At the top two out of 10% of our businesses.
Den Lennie (1m 30s):
If you make three contacts, you are you’re in the top 20%, really like your 80% of people have given up by the stage. And if he makes four contacts than 90% of people are given out by this time, and if you make five or six contacts, you have actually become a factor. And the lead’s mind because you know, people get busy, we all get busy. We, we intend to do something. And then you, have you ever thought of sadness generation where we have to do is just yesterday. We actually have a totally different scenario, but I was watching YouTube in the morning. I was looking at a new Dell monitor, like a 27 inch for chemo. It had been reviewed. And I, I went upstairs to go and start my day.
Den Lennie (2m 11s):
And I thought, I must, I must check out that monitor. And when I get to the office and, and I completely forgot about it, I got distracted by three different things. And there was at the very end of the day and my wife had gone to bed. I went back to YouTube and all that, but I forgot to check that monitor out. So a whole day went by where something that had my attention for like eight minutes in the morning, completely escaped my mind for the rest of the day. So, you know, that happens to us all. So if you got to a prospect, who’s making enquiry for video and you’d go back to them. It, it doesn’t match. If you spend two hours in a proposal. I mean, I wouldn’t do it at that stage, but you know, some people do, you’ve got all this happened to a proposal and then you were like, right, I’ve emailed him.
Den Lennie (2m 55s):
And then nothing that you’ve, you’ve got to follow up. And, and, and, and yet it’s the most intimidating confronting thing to do to call people up. And yeah, if, if you do it in your business will thrive ’cause because no one does it. And you know, if you call someone and say, Hey, so to make sure that you got the call came in, let me know if you’re going to questions and the next, the ring them up again, saying, Hey, if you want to make sure that you got the court here and have you had a chance to look through it, is it, is it okay? Or do we take you to work on it a bit more? And, and sometimes people are like, Oh, you have, I forgot to mention to the list of my boss. And then we didn’t know you, you build this relationship with someone whose who’s got to, basically, I feel indebted to you because you are making such an effort to help the Mo.
Den Lennie (3m 42s):
And the second thing that happens is that if you’re making this much effort to help them out before they have given you any money, imagine what’s going on in their mind. They’re thinking, well, you’re going to be really responsive when it comes to the job. And, and the other thing is when, when you do follow up repeatedly, you just, you just immediately separate yourself from most of the competition. Yeah. I mean, most people that I come across, thankfully not in my group, but I come across a lot of people outside of the group who say, Oh yeah, I’d been so busy about, on the job. You know, I I’ve got an inquiry at the, it took me a couple of days to go back to them. It’s, it’s crazy. You’ve got to respond to immediately. You’ve got to be in a position to respond to me at the end. That’s very hard to do.
Den Lennie (4m 23s):
If you are always on the tools, you know, its very hard to scale up a video business. If your always on the tool’s, because what happens is as you get caught up in production, caught up in the operations and this strategic stuff sufferers. And so what happens is while you are generating the Klein, by going on location, doing all this work, you’re, you’re backing off your marketing. And so what happens is the feast and famine starts to read in his head because you’re not doing any ongoing marketing to reach new prospects that might come online, 30, 60, 90, 120 days later. And so I think there’s a, there’s often an impatience of like, you know, wanting to work, but not being willing to naturally pick the walk in.
Den Lennie (5m 6s):
And then yeah, when the, when an opportunity comes in and giving up to you quickly, I give an example this morning, we have a client I have, and we had six points of communication before I actually offer to send out a case study and that point and other four or five client communications before this past and turned and said, ah, I’d love to have a chat. You are helping me run my business. And I wiped out. It was a, a 117 days from the first point of contact until this particular person said, Hey, I’d love to have a conversation about you having me in my business. And now she has an amazing client and we are supporting her to, to build her business.
Den Lennie (5m 47s):
So, you know, don’t give up too quickly. It’s, it’s very easy to, to, to, to kind of become fearful of picking up the fault and, and up with someone when you haven’t had anything where we, we are as creators play, all of these stories are out in our mind’s that, you know, w what they probably don’t want to, or they change to mind that we talk ourselves out of things. And you know, something that I I see often is that as, as a marketer and we’re all marketers, because all, we all need to market our businesses and marketers don’t think that the test, and I think this is where they can be a, a, a discourse R a dis, a disjointed element, which has, you know, as creative as we are always coming up with and thinking of ideas, we’re thinking of ways to improve.
Den Lennie (6m 34s):
I’m a project, for example, But in marketing, we can’t afford to do much thinking. We’ve actually got to do testing. We’ve actually got a test, a versus B option. One VASH is option to and let the market decide. But, but if, if you, if you can just see if you do one thing to do, which is to list all of the clients that you have worked with in the last year and connect with them all again, or any inquiries that come in in the last month follow up. And we were getting back some courts for some solar, just know, and I’m, you know, we were looking at two different companies where the three companies that, that were contacted us one didn’t get back to us.
Den Lennie (7m 14s):
So they would just immediately discounted themselves. We’ve had meetings with two of them. And there’s one company that we will prefer to go with. It was actually not the cheapest company, but we just thought we had a good connection with the, the company. And we liked the values of the company. And we like to say they were a local businesses and family run, or even though they want the cheapest, umm, but the other company, we were just really thorough and the follow up. I mean, they called me immediately. In fact, as soon as we got the inquiry and the mail came to us, seeing somebody will call you on Monday, someone called us on Monday and they arranged to have a meeting. I think he called us twice to arrange a meeting. We had the meeting they’ve called us three or four times after that.
Den Lennie (7m 55s):
And then also sent as a text message saying, Hey, are you still interested? And, and I find that to be really interesting because I just got busy and I still have still, haven’t had a look at the court’s because what I want you to do is get some quotes then to get an idea of what it costs. And if we flip that and to a prospect, get in courts for a video, like most, most people don’t know what Video costs and they might be fearful that it’s going to be expensive. And so it, at some point you have to get a ballpark that says, okay, it’s going to cost X. And so I didn’t have a clue what 12 and a half kilowatts of solar, it would cost to go out on the roof. And so I got a couple of quotes. Now I’ve got this court’s its its nothing to do with Which come down, we’re going to go with it’s me having a chance to sit down and go kin.
Den Lennie (8m 38s):
Now that I know the rough ballpark, when, when is this, when is the right time for me to do this? And I’ve decided to do it in the new financial year, which is not until July because we’re coming into winter here as well and et cetera. And, and so I’m just like, you know what? This is not a priority right now. That’s not to say that. I don’t think both companies that are perfectly capable, but my priorities have changed. And so it will be the plumbing. I’ll look at it from being 60 to 80 days time. And I know that that happens in Video as well. People wanting to get a call and get an idea of what it’s going to cost. And if you don’t follow up, if you leave it to them, then you’re going to miss out. So, so start making more followups. If you did one thing in your business today that I can guarantee with generate your work, it would be to simply call prospects and clients and say, Hey, how did you go with that court?
Den Lennie (9m 29s):
And was it, was it what you’re looking for or to be? And you’re going to look at it again. It is the one thing that will have the biggest impact and your business. So some of some really salient free advice from you today is go ahead and follow up with your clients, call them up. Don’t email them. And let me know if you go on. All right guys, I we’ll see you in a few days. You’ve been listening to the How to Scale of Video Business podcast with me, your host, Den Lennie. If you’re a Video business owner, it hits a ceiling and we benefit from mentorship support and coaching and checkout how you can work with me over at denlennie.com. Don’t forget to subscribe and rate the shore over on iTunes. I mean, we really appreciate you taking a few minutes to leave a review and don’t forget to share if you feel you’ve gotten value from this episode, when you think it will be useful for other filmmakers, you know, and please do me a massive favor and share it on social media and in groups that you may not be in.
Den Lennie (10m 24s):
So thanks for listening. See you in the next episode.
Scale Your Video Business Fast & Finally Find The Freedom You’ve Been Looking For By Using These 8 Growth Accelerators
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Scale Your Video Business Fast & Finally Find The Freedom You’ve Been Looking For By Using These 8 Growth Accelerators
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