A few tips from the Pitch Avatar team will help you organize your efforts to warm up leads generated through online events and other content.
A rule well known to marketers and salespeople is that, on average, it takes five contacts with a potential client to close a deal. While this approach, originating from the days of telephone marketing, may seem a bit dated, the underlying principle remains crucial: even the most successful introduction to a product or service will not lead to a sale without diligent follow-up. Let’s explore the principles that should guide this follow-up work in today’s context:
1. The earlier, the better.
The sooner you begin working with the audience who watched your online presentation, the better. Firstly, because their attention may be diverted by a competitor. Secondly, someone close to them, such as a relative, colleague, or acquaintance, might persuade them to choose another product they already use. And finally, they might remember that they’ve managed without your product and decide against spending the money.
Ideally, you should make the first contact with the viewer within the first five minutes after the presentation. This contact could take various forms, such as a personalized email or message thanking them for watching the presentation, participating in interactive elements, and offering a reward. For example, you could offer a 5% discount on your product if they make a purchase within a week. If you didn’t conduct any competitions, tests, or surveys, simply offer a discount for watching the presentation. To avoid financial strain, plan for such discounts in advance when drafting your business plans. Note that ultra-short discount periods (from 1 hour to 24 hours) can pressure potential clients and may lead them to withdraw from further communication due to feeling rushed.
Since manually preparing personalized offers for all participants is impractical without AI automation, use specialized tools with analytics and message generation features. For example, our Pitch Avatar can assist with this task.
2. Be sure to answer all questions from every viewer.
During the presentation, situations often arise where answering a question or comment requires additional information or time beyond the event’s allotted duration. Recently, AI presenters have increasingly taken on the role of hosting online events. However, they might lack the necessary competence or settings to address all queries and will pass them to human presenters. Both scenarios are normal and should not concern you. The key is to ensure that every question is answered in a format that suits the viewer.
Here’s how to handle it: Write a letter or message with a detailed response and offer the option to have a direct conversation using the viewer’s preferred communication method. A direct live conversation is often the best way to close a deal.
3. Offers, offers, and more offers
At some point, you should have asked your presentation audience if they’re open to receiving further proposals from you. Many potential customers may take up to a year to make a purchase decision – these are the deferred purchases often discussed in sales and marketing courses. However, a potential client is likely to forget about you if you don’t stay on their radar.
To maintain their interest, send regular communications. These don’t always need to be direct sales offers. You can include invitations to new online presentations, congratulatory messages for personal milestones and holidays (with special discount offers, of course), and valuable texts or video content. The key is to keep reminding them of your presence in a meaningful way. We trust you understand the gist of it.
In conclusion, let us remind you once again that modern technologies have greatly expanded opportunities for contact and communication. By leveraging the power of AI tools, you can achieve the crucial five follow-ups with each viewer in just days or even hours.
Good luck to everyone, successful presentations, and high incomes!
