When it comes to your Follow-up, SAMs split their prospects into two lists:
General List: Worth following up but not time sensitive
Generally 30+ days
These will just be in one list in Infusionsoft
Hot List: Essential that you follow-up on a certain day
Could be short or long term
For example: selling home, going on holiday, once school goes back, after work conference, after Thanksgiving break etc.
These will be marked in your calendar for a set day to re-offer
Your list will typically grow by 150 new leads every month that you can split between your General List and your Hot List.
Hot List
Each consult will end in one of the below scenarios:
Option #1: Sold
Option #2: Book Scheduled Follow-up Call
Option #3: Mark a Re-Offer Day
Option #4: Firm No / Not a Good Fit
For Option #3, we’ll decide after the call on the best day to follow-up. This might be based on a specific date due to a timeframe the prospect has given you. For example:
Once they’ve move house
When they get back from holiday
When school goes back
After a work trip
After Thanksgiving break
It is ideal to schedule a Re-offer Day for your Hot List within 7 days of their consult unless they’ve specifically advised on a scenario like the above.
Also take a moment to decide on a Re-offer for the prospect to give you a compelling reason to reach out on the chosen day. It should be linked to their main objection. Check out the Re-offer Catalogue for a full list of Re-offer ideas. Some examples are below:
Not enough cash flow -> Discount to $1,397 / month OR Part-Time Doer
Not enough direction -> Double the coaching
Not enough lead gen -> The Facebook Group Project or Facebook Ad Project
Trouble with emails -> The Copy Retreat
Trouble with Product / Course -> The Course Creation Project or Retreat
Help with Virtual Events -> The Virtual Event Project
Trouble with launching membership -> The Inner Circle Project
Want to do face-to-face retreats -> The Retreat Project
You may wish to combine two of the above but only use it if it's solving a genuine objection they had.
If it’s the first follow-up, we recommend a discount to $1,397 or a Part-Time Doer PLUS double the coaching.
If it’s a subsequent follow-up, we recommend maintaining that offer plus a Project or Retreat to help with a specific business challenge they have.
Now, you’ll put a reminder in your Google Calendar for that date with the name of the contact and the Re-offer you’re going to offer.
Re-Offer Text (or Facebook Messenger)
On the Re-Offer day, you’re going to send a text to the prospect following the script below:
“Hey [First Name] - we're testing something new out this week that'll help you [overcome objection]”. SEND
“I know you were saying that [objection] was keeping you from being able to move forward, so when our Founder Grace brought this up in the meeting i thought of you. You want me to send you some info?” SEND
“No worries either way” SEND
Pricing Angle:
“We’re testing something new that’ll allow you to come in for less down and be able to cash flow quicker”
Time Frame
“We’re testing something new that’ll help give you a longer time frame to implement”
ANSWER
Great - do you have 5 or 10 minutes today? I can give you a quick call and fill you in on the details.
Outcome
If you’ve contacted a Prospect for a re-offer but you weren’t able to get a response or they said “no” or “not now”, add them to your General List and remove them from your Hot List.
If the prospect responded, showed interest or you were able to re-start a conversation, keep them on your Hot List. Simply move their Re-offer Reminder in your Calendar to a future date and try again.
Your General List should be contacted every 2-4 weeks.
These can be sent via Text, Messenger or Email (in that order of preference).
The whole point is that we’re going to be trading VALUE for ATTENTION.
We’re going to lead that attention to a conversation about their problem/s.
The process is:
Lead in with VALUE to get them to respond and get the convo going
Elicit that “nothing has changed” and they’re still stuck
Challenge them to do something about it
Get them back on a call (sometimes using a re-offer hook)
The most important thing is that you’re following up consistent. If you’ve followed up 4-10 times, eventually the prospect just reaches back out and says “I’m ready”.
Text / Messenger Script:
“Hey - have you seen the new [Insert Training] that [Grace / we] just put out?” SEND
“Here it is... I thought you’d like it ;-)” SEND
“Awesome - by the way, did you ever (INSERT MAIN PROBLEM - e.g. get clear on your offer, launch that funnel etc)”
OR
“Awesome - by the way, how did you finish up in Jan in terms of business? How’re you coming along in terms of figuring out your lead gen/offer?”
Note: The main outcome we’re trying to elicit is that nothing has changed.
“Can I be honest with you?” SEND
“What’s keeping you from getting help? You’re still at the same spot as when we talked 3 months ago…” SEND
“Is it something we didn’t talk about? Let me know… no worries either way” SEND
Ghosted Script
If a prospect stops responding or doesn’t reply when they said they would, you can try a combination of some of the approaches below in the Ghosted Campaign via Text or Messenger:
“?” SEND
“Just bumping this to the top of your inbox :)” OR “Know it’s easy for these to get lost in the shuffle. Still want to ____?” SEND
“You alive? Lol” SEND
“Ghosted GIF or “hello from the other side” GIF” SEND
Call Me Campaign
We have a great “Call Me” campaign that SAMs send to their prospects with great success.
This is ideal for prospects who you spoke to 1 - 4 weeks ago but didn’t book in to a follow-up call or convert in a follow-up call.
Simply follow the email, text and phone call flow below to get follow-up calls booked on your calendar.
Step #1) Email
Subject: Quick call?
Hi [Name],
Remember our chat [earlier this month / last week] about simplifying your business tasks with a trained virtual marketing assistant?
I had a quick chat with our founder Grace today and when I told her about our call…she wanted to extend an exclusive personal offer to you.
Give me a quick call or drop me a text at INSERT NUMBER to get the details on what she wanted to make available to you.
Best,
[Your Name]
Step #2) Text Message
Hey [Name], spoke to our founder Grace today about you. She wanted to make sure I offered you something special before the price hike in just a few days. Basically thousands of dollars in savings and coaching bonuses. Let’s chat? Respond Y and I’ll give you a quick call to discuss. - [Your Name]
Step #3) Phone Call
Hey [Name], it’s SAM’s name from Outsourced Doers. Not sure if you’ve had a chance to read the email and SMS I sent to you earlier. Basically reaching out as I had a really interesting chat with our founder Grace today about you and your business. Call me back when you can and I can run you through the conversation. Thanks and hopefully chat soon.
======= 48-72 Hours Later (if no response) =======
Step #4) Email
Subject: Thought of you today
Hi [Name],
I was thinking about our conversation earlier this month and what you had shared about your business… as well as where things were at for you.
For context, every morning we have a team meeting. We typically share founder wins and stories. One of my team members shared the story of a founder they had just helped with their very own Doer and their story reminded me of yours, hence me reaching out.
Not sure if you got me messages yesterday? Our Founder Grace is aware of you and our initial conversation.
She’s got something special that she wanted to make available to you before the end of the month.
Think free coaching, mentorship and strategy sessions valued at over $6,000 as a starting point :)
Respond “yes” to this email if interested or drop me a quick text at INSERT NUMBER and I can fill you in on the details. No pressure either way, just thought this could be of interest.
Talk soon NAME!
Warm regards,
[Your Name]
Step #5) Text Message
Hey [Name], NAME from Outsourced Doers. Have been thinking about our initial chat and basically asked our founder Grace to pull something together specifically for you. She’s aware of your business and our initial discussion and wants to help. Reply “Yes” if interested and I’ll be in touch. - [Your Name]
Step #6) Phone Call / Voicemail
Voice call / Voicemail
Hi [Name], [Your Name] here from Outsourced Doers. Just following up on our initial discussion and have been able to get something special approved for you from our founder Grace. I mentioned you and our earlier call, so she is aware of your business and what you want to achieve. Give me a shout when you’re free by either calling me back on this number or shoot me a quick text on INSERT NUMBER and I’ll run you though what she wants to give you. Thanks NAME.
======= 48-72 Hours Later (if no response) =======
Step #7) Phone Call / Voicemail
Subject: Got something big for you...
Hi [Name],
After our last conversation about getting you your very own Outsourced Doer, I couldn't help but think about how we could make things even better for you.
Basically I wanted to make hiring a Doer a complete “no brainer”.
Not sure if you’ve been receiving my messages over the last few days but I’ve basically took it upon myself to chat with our founder Grace about your business and what extra bonuses and discounts we could pull together for you.
So, the good news? (haha)
I managed to have her personally agree to giving you a chunky discount on your Doer plus an extra 6 months of free access into our exclusive high-ticket coaching program, The Doing Incubator. This bonus alone is worth over $6,000 and is completely on the house :)
The Doing Incubator is where we share all of our highest converting marketing, sales and business growth strategies that have been responsible for over $100million in online sales across our group of companies.
You will literally not find this info anywhere else…plus you now no longer need to pay for that expensive business coach either.
Having a Doer + Doing Incubator will give you the edge over your competition.
I'd love to run you through what is on offer here for the next few days before our prices jump again in September.
If you want to find out more about what Grace has put together for you just reply “yes” to this email or send me a quick text at INSERT NUMBER and I’ll be in touch.
Warm regards,
[Your Name]
Step #8) Text Message
[Name], after our chat, I went the extra mile. Managed a special discount & CHUNKY bonus just for you approved by Grace (founder of Outsourced Doers). Eager to discuss. Call/text when free? - [Your Name]
Step #9) Voicemail / Voice Call
Hey [Name], [Your Name] here. Took a little initiative after our last conversation. Managed something that I think you'll love. When you can, ring me back or text me back “yes” on this number and I’ll fill you in on the details. Talk soon. SAM NAME
======= 48-72 Hours Later (if no response) =======
Step #10) Email
Subject: Re: that chunky discount and bonus..
Hey ~Contact.FirstName~. ~Owner.FirstName~ here from Outsourced Doers.
I know we haven't been able to properly connect over the last few days regarding the September price rise as well as that chunky discount and huge bonus offer I've been wanting to speak with you about.
Just a quick heads up my calendar is now pretty much jammed between now and the end of the month, but I can still squeeze in a phone call in between if that works for you?
If you want to lock in the current discounted price and access thousands in extra coaching bonuses, just text me back so we can talk before the deadline.
Speak soon!