The Art of Follow Up by Jaime Lee Mann offers many helpful techniques VAs can use when contacting potential clients, no matter which method (e-mail, snail mail, phone) is most comfortable to you.
If you choose to contact clients via e-mail, the author offers several templates that you can customize for you own use. Is a previously gung-ho client now unresponsive to your correspondence? Having experienced this situation herself, the author has a few suggestions on how to approach these prospects tactfully and professionally. The issue of SPAM, and how to avoid it, is covered briefly as well.
If snail mail is your cup of tea, you'll find plenty of great tips in this e-Book. The author talks about essential content that must make its way into your sales letters, including the best closing statements to elicit a response from prospects. She also shares a few sample letters, including one that can be used for initial contact and another that can be used to follow up with those you've contacted previously.
Prefer to chat with potential clients via phone but aren't quite sure what to say? You can use one of the prepared phone scripts in this e-Book verbatim or as a starting point to give you ideas for your own script. The various scripts include possible responses to client questions and show you how to land a consultation to increase your chances of signing that client. The author also tells you what to say when prospects tell you that they aren't interested in your services or that your hourly rate is too high.
The price of this e-Book is a little steep, in my opinion, but if you need some help getting new clients for your business, this is a great resource worth checking out.
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BOOK REVIEW - The Art of Follow Up
I highly recommend it!
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