Your most powerful asset is in your pocket right now.
- How you would you like to sell to 75% of the room at your speaking engagements?
- What about getting 65-100% to opt-in to your email list?
- And how can you get more speaking engagements so that you have the opportunity to do so?
This week’s marketing legend Mike Koenig’s delivers precise steps to do all of this and more…
BVB: So Mike, what’s working for you RIGHT NOW?
Mike: I’ve been using mobile and text marketing like crazy.
Let me give you an example.
Earlier in the year I had an opportunity to speak at a Tony Robbins event called Business Mastery. And the people who go to this event spend $10,000 to be there.
In our world, that’s what we call a highly qualified prospect.
Historically when you’re speaking at an event people usually hand you a business card, they want to follow up with you… for example, if you are speaking in front of a few hundred people you may walk away with 10, 20, 30 business cards.
And what usually happens when we get business cards?
BVB: Not much!
Mike: Exactly. The historical thing I have always done and that has brought me immense amount of pain is stack business cards at my computer desk, wrap them in rubber bands, and they gather dust. And I read something a while ago that really blew my mind. It’s an MIT research study that says the value of a lead is 22 times higher when you follow up within 5 minutes of meeting someone.
From that point forward, the value of the lead decreases every hour by the equivalent of 50%. And for most of us whether we’re speakers, coaches, authors, consultants, small business owners, entrepreneurs… the big pain most of us have is we don’t follow up, or we only follow up once.
And Jeffrey Gitomer writes that most people don’t make a buying decision until they’ve been touched 8-17 times. That got me thinking about what could I do to make the biggest difference.
So I built something to solve my biggest problem, which is that I am terrible at following up.
BVB: Tell us more Mike…
So I’m at this Tony Robbins event speaking in a breakout room where people paid $1200 extra to be. In the room there are 202 people. In the middle of presenting, I handed out a flyer with a QR Code on it, a mobile number, and then an opportunity to visit a webpage to opt-in and win $100 and some free stuff.
And I said, “I’m going to show you right now how powerful mobile marketing is. Pull out your phones and text your name and email to this number, and I’ll also give you a copy of the presentation I am giving right now so you can just participate and pay attention.”
And what happened was, I got 227 leads out of that room. And there were 202 people in the room.
BVB: How did that happen?
Mike: People were so impressed with what happened next that right after I walked out of the room, they were handing out the flyer to others.
I also walked out of there with 150 credit card numbers that day. So I got about 75% of the room. And that is insane!
What I have been teaching every entrepreneur is have a mobile text campaign set up so when you meet people they can just text right in. Then they get an instant follow up with you and they are opting in to get a series of messages. I follow up with a video that explains who I am, what I do, who I help, and how they can learn more. And from there they can opt-in and watch a video on demand and get into an automated webinar. And because they are getting this immediate feedback, and multiple touches, they think “Wow, this person is really on the ball. I want this too.”
So the lesson is if you follow up just to start with, you are going to be a winner. And if you are clear about who you are, what you do, and how you can help them out – they’re going to respond quickly.
BVB: Tell us about the numbers…
Mike: My sales conversion rates hands free has doubled in the past few months because I have been implementing and using this more and more. And I’ve been building the technology for about 4 years.
Darren Hardy from Success Magazine, he started using this… and in less than 8 months he has gathered over 130,000 names because he speaks in front of live audiences and uses this method. He literally gets 65%-100% of the room to opt-in, and then he ends up sending out an email message with an $8000 – $8500 Mastermind Program, and it’s resulted in over half a million dollars in revenue for him filling up two of them. In less than a year.
It’s pretty simple.
BVB: Is it best if the initial touch point is in person and then the follow up is virtual?
Mike: The value of an initial face to face lead is anywhere between 5 and 25 times more valuable. If I get 100 leads online, versus 100 leads through speaking and establish that personal connection, I will sell 5 times more product on average. So an online lead is worth significantly less.
BVB: How are you getting in front of more people then?
Mike: I take every opportunity I get to speak in front of a live audience. Also, I now have written a book and I give it away. I cannot recommend that highly enough. That gives you so much credibility and you are more likely to be asked to speak and present if you do have a book or a product to sell, because from a promoter’s point of view, they need to look good by promoting you. So they want to promote you if you are an author and your book helps people get x results.
BVB: If someone wants to demo this process live how can they do so?
Mike: Pull out your mobile phone and text your name and your email address to the number 1 619 377 7040. And the system will follow up immediately. It will ask you a few questions about you and your business and it will send you a link to the book.
BVB: Mike we all know that you are always on the cutting-edge of what’s working now, we really appreciate your time…
Tribe what method have you used for follow up that has really worked?
Leave us a comment below and let us know!
Topics:Blog, Email Marketing, Internet Marketing, List Building, Live Events, Make Money, Sales Training
WANT MORE? SIGN UP TO GET NEW CONTENT DELIVERED RIGHT TO YOU. IT’S FREE!
we love your privacy
READ THE COMMENTS OR ADD YOURS