Matt Ackerson founded AutoGrow (Petovera Inc.) in 2010 as a conversion-focused web design agency. The company has since worked one-on-one with over 500 customers and clients to create their sales funnels. Matt is a graduate of Cornell University. He and AutoGrow have been featured in Techcrunch, Forbes, Inc, Venture Beat, Mashable, and Popular Science among others. He and the team write in-depth articles on digital marketing, sales funnel design, and also offer an advanced funnel training course here on AutoGrow.co
Hello Sunil.. thank you for your feedback, it’s great to hear that you are finding this article useful. Re your question: yes, it makes sense to follow-up as often as you need to to reach the decision-maker. At the early stage of cold calling / emailing / SMS you may have to follow-up 6-12 times with a combination of cold calls and cold emails before you get to kick-started with your prospective customer. Obviously if they unsubscribe or say no then you have to respect this. At later stages, non-response would indicate that your prospective customer no longer sees (or has doubts) about the potential value of the solution you are selling. After following-up 2 times at a later stage, I would make it easy for your prospect to voice their concerns by communicating something like: “I’m struggling to reach you, perhaps we could hop on a call for 5 minutes as I’d like to understand your current thoughts rather than assume you are no longer interested in progressing.”
Establish a reason for follow-up. Your customers are busy and multitasking every day. It’s your job to grab their attention quickly. The best way to do this is to reference a past conversation and mirror the words your potential customer used during your sales call. For example, if you learned that they're struggling to lose 15 pounds before a high school reunion, then you would reference that in the opening of the follow-up after a friendly greeting.
I’ve heard a lot of talk over the last couple of years about the sales funnel being dead. What a load of nonsense. It’s not that long ago these sorts were telling us SEO is dead or – more recently – that web design is dead. Jackie Chan has also died multiple times over the last couple of years but I have my doubts about this, too, unless he has at least one identical twin who also happens to be versed in multiple forms of martial arts.
PROBLEM: Does this sound familiar to you: “I thought I was a great parent … Then I had kids”? Let’s be honest. Being the best parent possible sounds great … as long as everyone cooperates and everything comes together. The truth is … For most of us, things don’t always go as planned. That’s when we suddenly meet parts of ourselves we never knew existed. It may feel as if a stranger — someone who yells a lot and feels constantly stressed — moved in. And we have no idea where that person came from and would like for him or her to disappear.
There’s a better solution: Build out an automated email follow-up campaign that speaks directly to this objection. Any time you encounter this problem, you can send that prospect information that seems designed just for them. A multi-month educational campaign may reduce their content anxiety and nurture them toward a sale. Yes, it’s work up front, but once finished, this campaign will work for you always.
Imagine any online shopping portal, for instance. Several hundreds of people like you visit the website every day, rather every hour. You view products and choose among innumerable options. This is followed by adding items of your choice to their virtual shopping carts. Not all visitors to the site buy the products from here. Some might make inquiries; some might browse through a different site and land up buying the product somewhere else. The platform which was open to act as a magnet for millions now gradually funnels its way through different steps into achieving profits from few by selling its items away.
Here's the cool thing about content marketing: Despite a misconception that it's always a top-of-funnel tactic, content marketing can help reach people at any stage of the funnel, and as those people continue their interactions with your organization, it helps widen the neck of the funnel farther down. And because content is all the words and pictures on (and off of) your site, you have a lot of options to tailor your content marketing message to where your audience is in that funnel. There are four major stages of content marketing, which we thought we'd show in relation to something very familiar—coffee:
Google has indicated site speed (and as a result, page speed) is one of the signals used by its algorithm to rank pages. And research has shown that Google might be specifically measuring time to first byte as when it considers page speed. In addition, a slow page speed means that search engines can crawl fewer pages using their allocated crawl budget, and this could negatively affect your indexation.