Business Marketing Magazine Summer 2017 Do It Yourself SEO Tips and Tools | Page 11

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Have a special phone number that
is only used for prospective clients.
Therefore, your assistant will handle
that phone call differently than client
phone calls. He or she will ask different questions. Different brochures may
be sent. Your follow-up is at a different
level of priority.

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Have a “call to action.” Tell them
to do something. Have them make a
call, send in a coupon, get a report, or
anything that is actionable.

Obviously, there are many other strategies and the process can be quite comprehensive. Most businesses have a
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Internet-generated inquiries can hit-and-miss approach and limited, if
be handled by a sequential
auto-responder (explained
next month), while phone
initiated inquiries should
be handled differently.
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Offer a special report
on an area of your expertise. Something like, “Ten
Questions to Ask Before You
__________.” People asking
for your report will assume
that you meet or exceed all
of the criteria within the report.

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Send a Thank You note for the inquiry. Include a special offer or deal,
with a limited time frame, so that
they act now. If you really want to do
something special, send a simulated
hand-written thank you note (in your
own handwriting font, that can actually
be done on your computer. It’s amazing). In our current society a hand written thank you note is totally unexpected, and therefore very impressive.

any, consistency from one prospective
client to another. The most successful
companies have this down to a science.

Other important processes
that should be in place include:
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Referral generation
Cross selling (Up selling)
Client retention
Client satisfaction