superstar coaches and consultants is that employ a consistent follow up marketing program. Follow up marketing is the key to getting new clients for coaches and consultants because not everyone is ready for your services.  Not everyone needs your services at the time that you meet them or that they come in contact with your marketing message.  There was a study done by the International Association of Sales and Marketing Executives that said that 81 percent of sales come on or after the fifth contact. And in my own experience, that is probably very accurate.  You know, people only do business with people that they know, like, and trust, and that type of relationship takes a little bit of time.  The key to creating a successful follow up marketing program is to make it consistent and to make it relevant.
Let’s talk about being consistent first.  Consistency comes with creating a system.  Systems provide predictable results, and results that are consistent over time and can be repeated.  So if you were to implement a follow up marketing program, say, in one niche, if that program is successful, you can implement the exact same system in another niche and expect to get very close to the same results.  Systems save you time, they save you energy, and they save you money.  And in my marketing boot camp, I lay out a step-by-step follow up marketing system and show you also how to implement it using a contact management system.
 

Now, they also need to be relevant.  A follow up marketing program that is relevant means that you’re sending that person information that they care about.  If you’re sending them offers and tips and advice that have nothing to do with their business, then it’s just going to be deep-sixed into the trash can.  You need to make your follow up marketing relevant.  So I also show you how to set up your own newsletter marketing system, because I think newsletters are probably the best follow up marketing program that you can institute in your coaching and consulting business.  Newsletters are very powerful, and they’re probably THE most powerful marketing tool available to coaches and consultants today.
So the sixth secret of superstar coaches and consultants is that they employ a consistent follow up marketing program.