I say this phrase a lot to people who ask me how to make their ads profitable:
“The money lies in the follow up.”
I’ve seen how businesses leave money on the table because of poor follow up processes.
The 2 big problems I see:
Businesses don’t follow up fast enough.
Businesses don’t follow up consistently.
I’ve worked with several businesses across different industries…
And here’s what I noticed:
The profitable and successful businesses often have a very consistent follow up process.
When the leads come in, they either call or text them within 1 hour.
They fix an appointment and then go on to complete the sales process.
But I know for a fact that 90% of businesses can’t follow up within 1 hour.
(Congrats if you are the 10% who call/text your lead within 1 hour)
And because I know how hard it is to follow up within an hour…
Most business owners are always busy or on the move.
It’s impossible for them to follow up that fast.
Unless they have a team to do that for them.
So how do we combat this problem of not being able to follow up fast?
I’ve been using a secret tool to automate lead follow ups for some of my clients.
When the lead comes in, a Whatsapp text is automatically being sent within 3 minutes.
After which, I built a series of follow-up texts depending on the niche.
The whole idea is to increase engagement and reduce the rate of leads ghosting you.
Ultimately, the goal is to keep the conversation going so as to move the lead along to the next part of the sales process.
Most of the time, it’s to fix an appointment with the leads.
So what’s the tool I use?
I use a combination of 2 tools:
- GoHighLevel
- AppLevel
GoHighLevel (GHL) is the software behind many of the marketing Saas you see, as they allow brands to whitelabel them and resell the software.
(I think many agencies might hate me for revealing this lol)
GHL can do everything you can think of when it comes to marketing.
From websites, to email marketing, to membership, to selling products.
However, I use GHL solely to build the automated Whatsapp workflow.
In order for me to build the Whatsapp workflow, I use a tool called AppLevel that works only with GHL.
Here is a sample of workflow I built:
When lead comes in, a Whatsapp message will be sent after 5 minutes.
My first text usually is a question to get a yes/no response.
Like:
Thanks for your interest in (topic/product/service). Can I check if this is the right no. for me to contact?
Simply reply yes/no
If they reply yes, then I move on to the next step of the process.
This really depends on the niche I’ve built for – but the purpose is really to get these leads to respond, to show interest and move on to the next part of the sales process.
If it’s a paid workshop, then I’ll give them the booking page to make payment.
If the lead does not reply, I usually send a follow up text the next day.
It could also be a video testimonial to show the lead that we’re real, and we can deliver results.
The whole idea again is to re-engage them automatically, without business owners having to manually follow up.
I’ve always loved tools that can save me time and make life easier.
And this tool here is the reason why I’m able to help clients increase their appointment rates.
Like this real estate agent who combined the follow up system with his calling, and was able to fix an appointment within 1 hour.
While this tool makes the whole follow up process easier (as it helps to kickstart the first text)…
My tips for follow up remain the same:
1) Communicate like a friendly human and build a conversation with the lead
2) Genuinely find out about the lead’s situation, problems, goals
3) Offer to show them how you can help to achieve their goals
4) Fix that appointment or call and take things to the next step.
There is no shortcut to following up.
It’s about being consistent.
Because after all, the lead generation game is a numbers game.
It’s up to us to keep improving and optimising the whole process until we get the optimal results we want.
“It isn’t 10,000 hours that creates outliers, it’s 10,000 iterations.” – Naval Ravikant
