Good Morning. Today I have some very cool training that I’d like to share.
It’s something that I get asked about a lot, and I’ve seen get asked a lot in the groups that I am a member of, so I wanted to quickly pass on some expertise and experience gained from being involved in several businesses and opportunities where I had to do follow ups daily as part of my daily routine.
I know there are a lot of ways to do a follow up call or follow up email, and there are others that have their own preferred methods, but this one that I’ve been using personally.
Yes, there is a formula that I use and it’s a modified welcome video script. On squeeze pages there is a formula that works for getting people to opt in and give your their information. What I’ve done is copy the success of squeeze pages and adapted it my follow up.
Here’s the squeeze page formula, (modified for follow up in parenthesis).
- Tell them who you are (Thank them or welcome them and tell them who you are).
- Tell them what you have (Get on there level so they can relate and tell them what you have).
- Tell them why they need it (Agitate a problem or desire, and tell them why they need it).
- Tell them how to get it (Build them up and tell them how to get it).
== Example Email Script ==
Thanks for opting in to receive more information about Empower Network.
My name is <name> and I don’t know what your situation is for wanting to make extra income, but I know that you’re looking just like I was.
Maybe you’re like me and you’re looking for a way out of a tough spot. I don’t know if you know what it’s like to be broke and have bills piling up that you couldn’t pay, and be frustrated because no matter what you did, no matter how hard you tried, you just couldn’t seem to make enough money.
That’s how I was for me. I had lost my job to downsizing and the unemployment checks were running out and it was frustrating because I just couldn’t seem to find work at all, no matter how hard I looked. At the time I needed it most, it felt like no one was hiring!
I really felt hopeless. I was broke, wasn’t able to propertly provide for my family the way I should, and worse? I felt like a failure every time I looked others being able to do things like go on vacations or even buy something nice for a loved one.
Do you know how what that’s like to feel like a failure? I was a failure, and that’s why I started looking for a way to make extra money… Then I found the Empower Network.
It was a game changer. I had been searching for a way to make money for a while, and after talking with a friend, (one I knew was successful), he introduced me to the business. Like most people probably are, I was very skeptical, but I also desperate. So I entered my email in a form like you just did probably, then watched this video (the same one I’m going to send you to).
I almost turned it off! … almost.
Once I got past his looks (you’ll see what I mean), I really started to pay attention to what he was saying, and he hit the nail on the head on a lot of things, including how I felt.
Then I watched him explain what the system is and how I can make a real income with it, so I decided to get in.
That was three years ago! And I’m still here, making money, and what’s even better? I’m doing it!
l’m working from home, taking care of my family and the craziest thing? Now that I’m happy where I am, I can’t stop getting job offers!
It’s like now that I don’t need (or want) it, they’re everywhere. Funny how that works right?
So anyway, I don’t know how long you’ve been looking for a way to make extra money, or your reasons for doing so…
And I can’t promise you that you will make any level of income; I mean, let’s just be honest for a minute…
It takes hard work to be successful in any business and everyone is unique so results vary for everyone, but the truth is, anyone who’s serious about anything, whether it’s a new job or a new business knows that already.
What I can promise you is something that nobody else out there seems to want to do, and that is help you and support you. If it weren’t for the people who were there to help and support me, I wouldn’t be where I am, and nobody likes to be alone or without support in business.
In fact we need it and I know you’ll love the community we’ve created.
There is a better way than going back to the rat race. You don’t have to run in circles or find your way through that maze anymore.
And I’ll be here to help you along the way when you need it… we all will – the whole community.
Will you make that decision today?
Click on the link below, watch the video, and most importantly, take massive action and get started.
So, thank you again for being here. I look forward to working with you, and I’ll see you on the next page! We don’t just support you. We believe in you!
Welcome <name> to Team Take Massive Action!
PS: I believe in you!
== End Example Email Script ==
See what I did there?
I followed the steps, but right in the middle of it, I agitated a problem by telling my own story. I got down to the lowest level, highlighted a problem, agitated it then delivered a resolution and hope. Here’s the thought process.
There is a mechanic at work when people opt in to a web form. I don’t think there is an official name for it, but there is a disconnect between the time someone puts in their information and the time they get a follow up from a live person.
In between, there is usually a lot of emails that get browsed over, because if they’re opportunity seeking, they’re getting a lot of emails. Even more, they are mentally in “search mode” and are usually distracted by whatever they’re watching or reading to pay full attention to you.
I learned a long time ago that you have to not only get their attention, but keep it and it starts with your subject. Have you ever heard of a hypnotic suggestion? It sounds like a cheap magic trick, but all it is, is passing a suggestion directly to a person’s subconscious so that they are more likely to do something.
I remember one time I was just browsing through emails and I saw an email I was going to delete without even reading and I had it checked to delete, along with all the others – bulk delete. The subject line had one word that, for whatever reason, I couldn’t get out of my head.
No matter what I did I was drawn back to that email. I deleted it and went back into my trash folder to look for it and I read it. Why was that? Why was I drawn to that one email?
It wasn’t until later, after I started studying marketing that I learned I was hypnotized… meaning the person who wrote that email passed me a hypnotic suggestion and I was compelled to read that email.
I won’t get into too much details about methods, but when I do a follow up, I always include one of the following at the end of the subject (yes, in caps): ((OPEN)), ((READ)), ((WATCH)), ((OPEN NOW)), and similar commands. The subject itself is best when it’s personalized.
- Hi <name>, important information you asked for. ((OPEN NOW))
- Here is the information you requested, <name> ((READ))
- Responding to your request for information, <name> ((OPEN))
Notice that my subject lines are “response” statements. When you’re following up, you are always “responding to their request,” not approaching them to offer them an opportunity. This sets the pace for you to be in control of the conversation. Always remember they asked for more information, you’re not trying to sell them.
Going back to the email, the construct of the email is to connect with the person, form a stronger, deeper relationship (emotional), and give them a call to action. By stirring an emotion you do something else… you build a sense of urgency and desire that is unfulfilled, and by telling them about your opportunity, it should give a sense of relief or hope, followed by something they can do for themselves, (not what you can do for them).
How does this apply to a phone call?
It’s the exact same process, except between the steps you give the person a chance to respond and you hear them out. Remember to keep on track and try not to get distracted down tangent conversations. Sometimes it can’t be helped, but keep your conversation short and to the point.
Your objective when you call isn’t to get them to sign up either. It’s to connect and relate to them, find out where they are in life, and then get them to make a decision to take action. Once they make a decision, the sale will take care of itself. Let’s take that script again, and tweak it a little.
== Example Phone Script ==
My name is Dexter from Empower Network. How are you today?
(wait for response)
Good. Hey, I’m responding to your request for information. I understand that you’re looking for a way to make some extra money, is that still the case?
(wait for response)
Good. Why are you looking, if you don’t mind me asking?
(wait for response – LISTEN TO THEM)
I understand completely. Let me tell you a little about myself. (If the situation is the same say so, if not say my situation was a little bit different).
[Like you/Not exactly your situation but] I was in a really tough spot and just looking for a way out. I don’t know if you know what it’s like to be broke or not, but I had bills piling up, collectors calling and stuff. I was frustrated because no matter what I did, or no matter how hard I tried, I just couldn’t seem to get ahead. I couldn’t lick this money problem.
I had lost my job to downsizing and my unemployment checks were running out and at the time I needed it most, I just couldn’t seem to find work at all, no matter how hard I looked. I don’t think there was ever a time in my life where I filled out so many applications, but nobody was calling back you know?
I don’t know if you know how it feels, but but being someone your family relies on and not being able to provide as you should, I kinda felt worthless, especially when I looked around and saw others being able to do things like go on vacations or even buy something nice for their loved ones, and there I am, broke.
It was all those things combined that really got me looking for a way to make extra money. And I had a friend I knew was in a business and was successful with it so I went to him and asked him for help – in fact I asked him to hire me, but instead he gave me a link to go to and a video to watch.
I was kind skeptical myself, because I always used to think these kinds of thing were a scam, but I knew too he was making money and I was in a bad way so I went and watched.
Have you ever done anything like that? Filled out a form and they take you to this video to watch? (wait for response).
Well that’s what I did and let me tell you <name> this wasn’t like any video I’ve seen. This guy had long hair and was wearing a wife beater talking about making millions of dollars and I almost shut the thing off.
But like I said I was deperate so I kept watching, and he really made sense. He knew what I was going through and he hit the nail on the head on alot of things, so I decided to just go for it.
And you know what? (wait for response) It worked. I started to make money. Slow at first, then it increased.
That was three years ago, and you know what’s funny? (wait for response) Now that I’m making money, suddenly everyone’s hiring. Isn’t that how it usually goes though?
So anyway <name> let me as you. Are you in front of a computer right now? or do you have access to one?
(Wait for answer)
Okay, so here’s what I’m going to do. In the next couple of minutes I’m going send you an email with a link to the same video I watched, okay? (wait for response)
When it arrives, click on the link and watch the video and get started immediately, or if you have any questions just give me call and I’ll be glad to answer a couple questions and help you get started.
Think you can do that for me? (wait for answer)
Great. So what I’m going to do right now is send you a quick email with the link to the same video I watched. Just let me know when it arrives, I want to make sure you get in okay.
(When they get the email) Okay, so go ahead and open it, and there’s a link to the video. Go ahead and click on it and watch the video
At any time when it pops up, you can get started, and if you have any questions, or if you need help, go ahead and give me a call. I’ll be glad to answer a couple questions for you and help you get started, okay?
== End Example Phone Script ==
The reason I don’t go into the team and the support and all of that is because the video explains all of that, and I know once they see the video that they’ll be hooked.
Also, most times when following up by phone I get a voice mail, which is fine. For that I fall back to a short version of the formula and tell the person that I am going to send an email to the address provided and remind them to check their email and look out for it.
I hope this helps some you get past the sticky points of doing a follow up.
For more information about the Empower Network, click here.
For more training on sales, please check out the article, Proven Strategy to Close 95% of Prospects Into Your Business
To your success!
PS: If you haven’t done so already, download your free copy of the Winning Blog Tactics online marketing strategy guide, which helped one of my clients reach more than 5,300 page views! Click here.