Follow Your Leads – For Their Lifetime

Part 1 of a 4 part series on Lead Following Campaigns

Imagine going to someone’s house for the first time. You’d probably want to admire certain things in the home, and would love to have a tour if offered one. If you went to that house a 2nd or 3rd time, you wouldn’t want the tour again, and if your friend kept offering you a tour each time, you might stop going there.

Years ago when I got on my first mentors email list, I was greeted with a warm welcome and a big thanks for joining them.  Then the next month, I was greeted with a warm welcome and a big thanks for joining them.  And the next and the next and the next month for over a year.  It was somewhat insulting, actually.  It was as though this person couldn’t recognize who I was and how long I had loyally been on their list.

Follow your leads for their lifetime

Keep track of how long each lead has been on your list, what actions they’ve taken, and how long it’s been since they took their last action.  If you’re noticing they haven’t taken action in a long time, try to inspire them into action again – and do it automatically.

You should speak differently to your leads when they’ve been on your list for 6 months, a year, or 2 or 3 years.  Have you ever thought of rewarding them for the length of time they’ve stayed with you, as well as rewarding them for taking actions and engaging every so often with a call to action you make like clicking a link?

It gets a little more complicated when you have more than one free offer, and multiple ways someone can get on your list.  How can you keep track of the fact they they may have already been on your list for a year when they opted-in for something new?

Here’s my suggestion for a Lifetime Lead Tracking Campaign:

I’ll outline my suggestion in plain English rather than techie talk, but don’t hesitate to reach out or leave a comment if you’d like to know how to implement these suggestions into your system or have help with it.

1. When someone opts-in or buys something, automatically check to see if they’re on your list. One common problem is that people will opt-in or buy something with different emails they have, so ask them if they may have another email they’ve already shared with you, and give them an easy way to update their email to their primary email.

2. If and only if they’re new to your list, give them “the tour”. I’ll go into more detail about this step in my next blog post.

3. Check in with them at the 3 month, 6 month, and 1 year mark of them joining your list, and every anniversary thereafter, with a special word of recognition, a special shout out or reward, and a special discount for something. You can get creative with how you’d like to recognize them.

4. Keep track of actions they’ve taken, and how long it’s been since they’ve taken their last action. It’s possible that you can gamify certain rewards received based on lots of actions. More details about this will be in part 3 of this series.

5. If they’ve taken no action in quite some time, reach out to them with a special acknowledgement or something amazingly eye-catching, to inspire action from them again. You don’t want the relationship to die if you can fan the flame up on it and re-engage them. Part 4 in this series tells more about this.

Imagine what speaking intelligently to a lead rather than treating all leads the same can do for your sales and loyal followers. Most business owners simply don’t do this.  Don’t let it be you.  If you don’t have a system that can do the things mentioned here automatically for you, reach out to me here and let me know.

Check out my other blog posts in this series:

Part 2: New Lead Campaign
Part 3: Tracking lead actions
Part 4: Re-engaging non-active leads

I invite you to leave a comment on this post, and you’ll receive a backlink to your website (that’s something you’ll want to have lots of). I also invite you to share and tweet this post with the buttons conveniently provided below. Thanks for visiting!

Leave a Comment:

Betty says November 2, 2016

Great insights on how to keep people feeikng appreciated! I have several lists, and I will make a point of sending some recognition emails to each of them.

Clifford Henderson says November 4, 2016

It is not bad if you help people to achieve what they want.

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