Part 1: Not sexy, but it works better than anything else

Everyone wants more leads.

Yep, leads are good, and a steady flow of them is even better.

However, so many good leads are wasted through lack of consistent follow-up; it’s a sin.

I would make a virtual bet that there are unconverted leads who would become clients almost immediately if you contact them.

And what is the best, fastest, and easiest way to do that, you ask?

It’s email.

I told you this wasn’t going to be sexy, but I promise you that you can easily double how many leads turn into clients if you have an email conversion system in place.

The fact is, it takes a lot longer for a prospect to make a buying decision than most people think.

When I started working with financial advisors, I was stunned to discover that they would spend $5,000+ to put on a seminar and never follow up with leads who either didn’t attend the event or attended the event but didn’t schedule a follow-up appointment.

These advisors would be sick if they realized how much “DEEnero” they were leaving on the table by not following up with unconverted leads.

Tomorrow, I’ll share with you how one advisor scheduled 18 appointments by sending out one email to a list of what were supposed to be dead leads. For right now, understand that email can be your most effective and easiest to use conversion tool in your marketing toolbox – if you use it correctly.

Kick butt, make mucho DEEnero!

Dave “I’m not too sexy for my shirt” Dee

P.S. This week’s DEEmails mini-course is about using email to get more clients. If you want to go deeper and get email templates you can use immediately to turn more leads, even “dead lead,” into clients, become an Inner Sanctum VIP by Friday. on Saturday, my VIPS are getting access to the new Masterclass, “The Email Conversion Machine.”

Here’s where to make it happen: www.davedee.com/vip

Part 2: Case study: 18+ appointments from dead leads

In yesterday’s DEEmail, I explained why using email was the most effective and easiest tool to turn un-converted leads into appointments.

Today, I want to get you excited about it by giving you a case study and a model for you to follow.

I am a partner in another business where we exclusively serve financial advisors. I created a five-step email conversion campaign for our advisors and told them to send it to their current list of leads.

One of the advisors jumped on it immediately and was overwhelmed, in the best possible way by the response.

He received over 600 personal replies and, from that, 18 appointments (and still growing) from prospective clients who want to work with him. Keep in mind that some of these leads were two to three years old and that he was not in regular contact with them.

Here’s the exact model he used:

1. He emailed his list, offering them a special PDF report.
2. Interested prospects were sent to a SIMPLE landing page where they gave their name and email address to get the report. (Yes, he already had their email list, but we wanted a way to re-engage with his neglected email of prospects.)
3. An email immediately went out with the link to the pdf. This email also included a gentle call to action to set up an appointment at the end.
4. The following day, an email was sent where the advisor asked what the prospect’s biggest concerns were when it came to retirement.
5. Four more emails went out after that to people who didn’t reply to the email in step #4.
6. He is sending a simple, non-salesy email newsletter once a week.

Keep in mind, my fine-feathered friend, that generating the 18+ appointments cost him nothing. He had already paid for the leads and considered them to be dead.

What’s exciting is the model I just laid out for you works even better with fresh leads.

Tomorrow, I’ll reveal the most essential part of creating an email campaign that gets results- the psychology.

Kick butt, make mucho DEEnero!

Dave “Thar’s gold in your email list” Dee

P.S. If you missed part one of this DEEmail mini-course about using email to get more clients, you can get it here.

If you want to go deeper and get email templates you can use immediately to turn more leads, even “dead lead,” into clients, become an Inner Sanctum VIP by Friday. on Saturday, my VIPS are getting access to the new Masterclass, “The Email Conversion Machine.”

Here’s where to make it happen: www.davedee.com/vip

Part 3: The George Costanza method for getting more clients

Do you remember the Seinfeld episode when George started doing the opposite of what his instincts told him to do?

Take two minutes and watch this clip now to refresh your memory. I’ll wait.

Okay, back to business.

This week’s DEEmails are dedicated to showing you how to use email to turn leads into appointments consistently. Today, we’ll dive into the psychology behind those emails.

The fact is that most of what the marketing gurus teach you about email is dead wrong, mainly if you sell a professional service.

In the first “guru” camp, they tell you to make your emails look professional with headers, graphics, logo, etc.

Bzzzz. Wrong.

You want your emails to look personal.

The second “guru” camp teaches you that your emails should be hardcore direct response marketing.

That is partially true.

Your emails should aim to get a response, but they are the complete opposite of what I call the “Joe Marketer” types of hyped-up emails that sound like the typical Internet marketer hack.

Your emails should look personal and sound personal, i.e., like a normal human being writing to another human being.

As living-legend Dean Jackson puts it, you want to write emails in such a way that you are “expecting a response” so you can “engage in a dialogue” with your prospective client.

Tomorrow in part four of this DEEmail mini-course, we’ll talk about an email marketing “workhorse” that will get you more clients.

Kick butt, make mucho DEEnero!

Dave “Gurus Be Gone!” Dee

P.S. If you missed any part of this DEEmail mini-course about using email to get more clients, you can get it here.

If you want to go deeper and get email templates you can use immediately to turn more leads, even “dead lead,” into clients, become an Inner Sanctum VIP by Friday. On Saturday, my VIPS are getting access to the new Masterclass, “The Email Conversion Machine.”

Here’s where to make it happen: www.davedee.com/vip