//Automate Your Prospecting And Follow Up With Ely Delaney

Automate Your Prospecting And Follow Up With Ely Delaney

PRP 226 | Prospecting


Want to know how to stay on top of your marketing despite the hectic schedule? Then this podcast is for you! In this episode, Ely Delaney talks about the Follow-Up Rockstar System. This 24/7 automated system teaches entrepreneurs how to go from surviving to thriving in any economy through the art and science of building strong relationships and following up! Ely is an automation system strategist. Known as the People Whisper, he has been helping speakers, authors, and coaches automate their follow-ups to grow their businesses. Tune in to learn how to become a follow-up rockstar as we run into the new economy!

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Automate Your Prospecting And Follow Up With Ely Delaney

Before we get started, I want to remind you to go over and grab our monthly magazine subscription at www.BreakthroughAuthorMagazine.com. Also too, if you don’t want to opt-in and get that dropped into your inbox every month, you can go over to BreakthroughAuthorNewsletter.com and that will take you to LinkedIn where you can subscribe to our weekly newsletter. When I say subscribe, there’s no opt-in, so no follow-up emails, no spam, no nothing with that. It’s just a drop-in. You can read it at your leisure.

Our guest is Ely Delaney. Ely is an Automation System Strategist and is also known as the People Whisper. He’s the creator of the Follow Up Rockstar System, teaching entrepreneurs how to go from surviving to thriving in any economy through the art and science of building strong relationships and following up for life. He’s an Amazon best-seller with two of his books, Marketing Tidbits, and Networking Tidbits. He has a passion for connecting people.

His bestselling training course, Networking Like A Rockstar has almost 1,400 students registered globally. Ely helps speakers, authors, and coaches automate their follow-up to grow their businesses without having an MBA from MIT. He’s the guy to help build a 24/7 automated system that’ll turn you into a follow-up rockstar. We are super excited to have Ely because as we run into the new economy that seems to be a little slower than it’s been the last couple of years, this follow-up and automation are going to be very important. Stand by for Ely.

Ely, welcome to the show. It’s great to have you.

Thank you so much for having me here. It’s my pleasure to do this. I love having these conversations.

It’s really fun. Before we get started, tell us a little bit about your #MeetCoolPeople. That’s the first thing people see. 

MeetCoolPeople started off in 2019. I was traveling all over the country, speaking at all kinds of different events. It was a lot of fun. I got known for not just the speaking because it was good, I had a blast doing it, but I started grabbing people like, “Let’s go to dinner.” I always grabbed 10 or 15 people and they kept growing.

There was a conversation at one event that I was doing fairly regularly that I was coming back to and they’re like, “Why is everybody here?” All the audience did their things or the attendees and then they wanted the speakers to say, “Why are you here?” Everybody says, “I’m here to speak.” I’m like, “I’m going to speak and teach you some cool stuff, but the reality is I travel all the way across the country for the simple fact that I love meeting cool people.”

It became a thing and then I got known for the dinners. Now, it’s taken off to a bit of its own thing. It’s a movement because we live in a world of technology and we are more connected than we’ve ever been in our entire lives, yet people feel more disconnected. The reason is because we have these silly things and we’re looking at them all the time.

I’m a technology geek. I’m a total geek when it comes to this stuff, but there is a point where you use the tools and technology for what they were designed for in order to free you up to do the things that you can’t automate and use technology for, which is the true relationship building. That’s what MeetCoolPeople stands for.

That’s the segue into what we’re going to talk about in this episode, automation. Automation, when we think about it’s basically those funnels that people have been pushing for years. The funnels are also part of that disconnected phase because people have been given the false sense of, “They make money while you sleep,” which, for the most part, is a myth.

I joke and tell people like, “Go find the Loch Ness monster. It’s probably in a little locket around his neck,” or Big Foot. For the most part, people create this stuff and they think, “I don’t have to talk to people. They’re going to click and buy.” You and I have been in this industry long enough to know that maybe in 2012, 2013, or 2014 people would watch a webinar and do that. They don’t even do that anymore. Tell us a little bit about automation and what is that delicate balance.

You brought up some good points with that because there is that myth, “Sit on the beach with your laptop, drinking Mai Tais in your underwear.” I won’t say that it’s not possible because there are people that have that business model. The thing with that, though, is that they’re going for pure consumerism. There’s no relationship. There’s no loyalty in it in any way, shape, or form. “How do I make a quick buck?” If that’s what you’re after, then go follow those guys. It is possible. I will tell you it’s a whole lot harder than people think it is.

Some people have done stuff like that, but for the rest of us, we have a mission. We are here with the purpose to help people and make a profit. There’s absolutely nothing wrong with it. I’m one of the very first people to say, “I am a capitalist. I like getting paid.” That doesn’t mean that I don’t care about my clients. That’s something that is very important to me too. I don’t have customers. I have clients. I want you to think differently because customers are very transactional.

Walmart has customers. You don’t want to be Walmart. If you are selling high ticket and selling coaching, coaching and consulting is about relationships. You are coming from a place of they are hiring you to be their mentor, guide, or protector. Most people don’t even know the name of my company because I don’t say it very often. It’s Purple Knight Marketing because I’m known as the purple guy. I usually wear purple if I’m out and about with people. The knight is like the knight and shining armor. It’s a protector. As a kid, I was into medieval stuff. As a grown-up, I go to Renaissance Fair. I’m still in the medieval stuff.

Coaching is about relationships, and so is consulting. People are hiring you to be their mentor, guide, and protector. Click To Tweet

Seriously? Do you dress up?

Yes. I got that. My daughter and I go. We get all decked out and have a lot of fun. In 2019, I was at 9 different fairs in 8 states, and then the world shut down. It was no fun, but I’m a total nerd when it comes to that stuff. eality is people come to you because they want you to protect, guide, and be that mentor for them. If you are in that world and that’s what you want to do, the get-rich-quick stuff is not going to work. It doesn’t because you’re looking at fewer people, more relationships.

When it comes to automation, there are a ton of tools out there we can use to help that because you’re going to run out of time. We are humans, first and foremost. We only got 24 hours in a day. Nobody gets more. We have to figure out how we can leverage that to impact more people, but then the second thing with it also, the reason I love the technology, automation, and capabilities we have in today’s world is because we are also human beings. We will screw up. We will drop the ball. It is a fact. It’s going to happen. Let’s let the machine do the majority of the work that rinses and repeats stuff that doesn’t take a personality or human finesse. Let the machines do that. Let the technology do that.

That’s where automation is so powerful. Focus on the things that the machines can’t do, which is the relationship, caring, empathy, kindness, and critical thinking. Machines don’t do critical thinking. They follow steps which is why I love them so much. If I want A, B, and C done, I can program things to do that and it’s going to do A, B, and C exactly the same way every time. Perfect for certain things, but there are times when that’s not the case. When it comes to real relationships and impacting other humans, a machine can’t do it. It can help, but it can’t do it.

Yes. Reading into what you said, I quite often tell my clients that a click is not a relationship. They’re very intimidated by these influencers who come in and say, “I have a list of 50,000 people. Let’s conglomerate.” I’ll give you a great example. The old affiliate model or JVs were, “We’re going to put out 100 products and there are 100 different people and you’re going to get all these emails.” That model proved to be what I’d call the broke-ass list. You have a list of people who did that because it was free and they’re on your list because they want more free stuff.

These people are great at marketing, but they’re not good at service, which you said in a nutshell versus, “I have a smaller list. I talked to fewer people. I have a higher price point and I service the hell out of them. How do you reconcile? Everybody needs that automation. How much automation do you feel like you need to get people from that initial, “Here’s a click,” to the, “Here’s a relationship, and here’s a purchase.”

My needs are going to be different than a lot of other people’s because I’ve been doing this for a long time. I have roughly 80 different campaigns running, doing all kinds of crazy stuff behind the scenes.

You’re an automation nut. The rest of us don’t need any of that.

You don’t need that. There are three primary types of campaigns you need to have. There are several campaigns under each category, but let’s go ahead and look at the top three first because it’s going to give you a picture. The first one is lead engagement. When somebody first meets you or gets to know you, whether you’re speaking on a stage, maybe reading your book and somebody handed them the book, they didn’t see you first. They happened to get a copy of your book.

You’ve been on a podcast, livestream, virtual summit, or any of that stuff which a lot of the people that I work with tend to be in those arenas. As coaches, they’re used to speaking as a marketing tool, so they’re in a lot of that stuff. Getting the thing, “lead magnet,” or call it a freebie, or whatever terminology you want to use, that’s their way. Do you remember the pink spoon?

No, I don’t know what the pink spoon was.

It’s Baskin Robbins. They called it Pink Spoon Theory, basically the idea is that they’re going to give you a taste with the pink spoon and then you’re going to get hooked and you’re going to buy a pint, a quart, or several quarts depending on how much of an ice cream addict you are.

Do you mean a pint as one serving?

The sample size? Yes. The whole thing is that they give you a taste of it so you can taste how great it is, and then you’re going to buy the bigger, better, and cooler one. That’s what the whole pink spoon thing is. Your freebie or lead magnet, as I said, there are a lot of different terms and you can call it whatever you want, but that is a give-them-a-taste situation. That’s one of the things that you should automate as much as possible to make it as easy as possible for people to go to the next step.

PRP 226 | Prospecting

Prospecting: Your lead magnet is one of the things that you should automate as much as possible to make it as easy as possible for people to go to the next step.


One of my favorites is a checklist. I love checklists because they’re easy to create. They’re fast to put together and easy and fast to consume. The person on the other end has to do something with it or they never get the taste of your ice cream. That’s important. That’s a critical piece that a lot of people skip. In the automation process, we all have autoresponders.

We have, “Sign up. Put your name and email address in here and get my free thing,” but here’s where the magic comes in, you’ve got to have a follow-up process to get them to consume the thing or read the thing. If you decide to go with the video, watch the video. If you don’t do that, all it does is collect digital dust and they never going to see how awesome you are.

That’s the type of campaign. You can automate. You can set that up and create it, so it works. Most people, as a speaker, I go to events, I speak on virtual events, I’m on podcasts all the time, I’m meeting a ton of people, when I see somebody doing something cool and I’m like, “I want that freebie. I want to get to know a little bit more about them.” I click put in my name and my email address. The worst thing in the world is when I get a, “Thank you. Here’s your thing,” and that’s it. There’s no excitement there. There’s no getting me to get engaged with it and want to go to the next step. That’s a process you can do.

The other thing with that is your calendar booking. Going through that process of creating a better calendar booking system. You and I have already talked about this because we had a call before and you’re not somebody who enjoys having all the email follow-ups because you put them on your calendar, but most people don’t and most people forget. Most people are busy.

Having emails and texts, but not just having reminders, getting them engaged and excited before the call. Get them to want to get on that call with you. I have a video that I have people watch when they book a call with me. The people who pay attention. Not everybody does, but the people who go and watch the video when they show up on that call are pre-sold. They want to work with me. They’re excited about the call.

The video is 45 minutes. It’s not even a short one. It’s a long one, a 45-minute presentation that I did at the Impact School of Marketing in Philadelphia. I’m like, “If you want to hear a little bit about me and how I work and get a feel for my style, go watch this video. I’d love to hear what you think when we get on our call.” I had a guy watch that video three times before we got on the call. He was excited. He was totally jacked up to have a great conversation. There was no getting-to-know-you, small talk, or any of that stuff. We could go right into, “How can I help you?” which is where we want to go anyway.

You’re right. I don’t do a lot of emails. Most of my business is referral. I don’t ascribe to the, “Subscribe to my thing,” and then, “Here’s seven emails and I’m going to try to upsell you.” We rarely use our email to sell it all. We’re very proud of that. It’s all always value items, but if you’re brand new, would you suggest that seven? That’s where we get a lot of new people when they’re building their author platform. We don’t go for a sale when we help them with the drip campaign. We don’t because they’re brand new.

That’s what people don’t understand. In email, you’re not going to go from, “Here’s my free thing,” to, “Buy this $500 thing.” “I don’t know you yet. I don’t know if I want to give you money.” I remember downloading a $27 lead magnet from someone. I hate to say it was pretty much worthless, but I had to put my phone number in to get it. They had an event and called me every evening for 30 days, and I was so annoyed. How do you achieve that balance between what’s enough and what’s a slam?

There are a couple of different things for that. I highly recommend you use email and you’re not as big of a fan of it, but the reality is it works so crazy well when it’s done right. First and foremost, some people believe you can email every day. Some people you can email every day. It is going to depend on your audience. For instance, let’s talk about that lead magnet. When somebody’s creating the lead magnet, I might have 4 or 5, maybe 6 emails over a 10-day period. Not every day. Space them out a little bit, but I’m not immediately going for the sale.

What I’m doing is I’m immediately going for, “Did you read it yet? Did you catch trick number 3 that I talked about on page 2?” Get them to consume it. Do that for the first few emails before you start asking for the sale. Depending on your product, maybe you have a product that you want to push them into or want to go coaching.

Most of the people I work with are coaches and they have products, but to be perfectly honest, if they can get on a call with somebody, it’s a better opportunity because, number one, it gives them another opportunity to get to know you. That’s a relationship. They can take the opportunity to sell them a higher ticket coaching item instead of trying to pitch them a $27 product. The reality is that there are some people that will not buy your $27 product because they are not interested, plain and simple. They’re interested in you and how you can solve their problem.

The reality is that some people will not buy your $27 product because they are not interested, plain and simple. They're interested in you and how you can solve their problem. Click To Tweet

For the $27 product, they’re like, “That’s not going to give me what I need. I need more hands-on help,” by giving them the $27 product as the pitch, you’re already losing them. You can always get on a call with them, find out that they’re not ready for that program, and point them back to your low-ticket item. I’m a big fan of starting them up higher or at the top of the ladder and then working down if they’re not ready for it for whatever reason, maybe it’s financial.

A lot of people say it’s financial. It’s not as necessarily true as people try to let on it. Maybe it is financial, maybe they need to talk to somebody else, or maybe they’re not at that right point in their life. Maybe at this point don’t think they need it, but this is why the automation and long-term follow-up are so critical because next month, next week, next year, next decade, you never know when they’re going to turn around. When that, “Wait a minute, I need this now,” is going to be. If you don’t follow up with them or not staying in touch with them, they’re going to go to the next person. They’re going to buy from who is in front of them right now.

We are marketers, whether we want to be or not. We are marketers of our business. Your job is to be in front of that person all the time, so they don’t forget about you and know you’ve got great stuff, share great value, and care about them because if you do those three things, when they are ready, it doesn’t matter when, but when they are ready, you’re going to be top of mind. That’s what we’re going for here.

I have a guy in 2020, September 16th, who replies to one of my emails. He says, “Ely, I want to thank you so much for all your help and your tips, tricks, and all that stuff. You’ve helped me with my business a lot over the last few years. I’ve been on your list for a few years and I can’t even tell you how wonderful it’s been. My son’s starting a construction company. I’m wondering if he could help us out with some marketing stuff.”

That starts a dialogue with him, which was awesome, but I go into my CRM system for anybody who doesn’t know what a CRM is, it’s basically my database of all the people that I’ve got through my system. You can use ActiveCampaign or HubSpot, I don’t care what software you’re using, but that’s a CRM system. I could go through and see he had seen me speak on July 3rd, 2010, in Scottsdale, Arizona. That’s several years and months later. He’s coming back to me and referring me to his son’s business because I stayed in touch with him. By the way, all of that was automated.

That’s the third piece of the three types of campaigns. We talked a lot about the lead engagement, the very first thing. The second one is client success. I’m going to go through that very quickly. It’s how you make sure that they get a better experience working with you because your client experience is what’s going to turn around and create 1) raving fans, 2) testimonials, and 3) people who refer more people to you as you got. You get mostly referrals.

There’s a reason for that because you have such great success with the people you work with. If we can use automation to help with that and systematize it so we, as human beings, don’t screw it up from time to time because we will and that makes it even easier. That’s why even if you’re not using automation, create a checklist. When a client comes on board, “Here are the twenty things that need to happen,” I’m not saying the 20 things to make a 20 bunch of silly things that need to happen. These are all the little steps. Do they need a phone call? Do we have a form they need to fill out? Do we need to collect this information from them? Do they need to log in and watch a video? What are these steps?

List all that out. If nothing else, create a checklist, even if you’re not using technology. Create a Google Doc with a checklist and duplicate it for every client you have because then you’re going to go through it and check the box and make sure it happens. If you don’t, something will slip through the cracks because again, we’re human. Let the tools and technology help us with that.

I love using automation. I have a follow-up processes that do 90% of it for me, so I can leverage my time having better relationships and doing calls like this and the machine can do the rest. With all of that, we then get into the third piece, which is the raving fans to post-event things. How do we get people to give us testimonials? If you want like true JV partners, not just, “Who’s going to sign up to make a buck? ” Somebody like, “Juliet, you have an awesome program. I want to promote this to my people,” which I’m a big fan of, by the way.

I’m an affiliate for a ton of different things, but every one of them is either because I personally use the product or I know the person behind it and I trust them implicitly. It’s not about the money. I’m an Amazon Affiliate because I recommend so many books. They send me a check that covers the cost of two mochas a year. It’s not much and not worth it, but it’s there and it doesn’t hurt.

Hopefully, that makes sense. The follow-up at the end is what I call the ultimate follow-up. The running joke with ourselves is we call it, “If Ely gets hit by a bus campaign,” because my joke is that if I go outside and get hit by a bus, I’m still going to sell you stuff for three more years because I have a three-year campaign that works automatically, adding value, touching base, sharing cool stuff, and starting the conversation. If I were to try to do that with 10,000 people, it would never happen, but I can use technology to help make sure that happens. When somebody replies as that one gentleman did, that goes to me, and I personally take care of it. That’s where my time is valuable. Does that make sense?

That makes sense a lot. You guys read all of that and we’ve got the three campaigns that we know we need now. When we don’t have those big email strands, we do it a little bit differently and we touch base every week with our show. We send out an email every Monday with our show, but that brings me back to the importance of content. You got to have content.

This is where I would even challenge you on is don’t think about your content, but other content. As a great example, have you read, The Go-Giver by Bob Burg?


It’s highly recommended. It’s an amazing book for everybody reading this. I just moved, so my house is a complete disaster still. My book of The Go-Giver is usually on my desk, but it’s hiding in a box somewhere right now. It’s about coming from a place of giving first, social karma, and all that stuff. I had been living that mindset of that for a long time before the book was ever introduced to me. I read the book and I totally fell in love with it. Since then, I’ve gotten to know Bob. He’s amazing dude. He’s also a dog lover. He and I are buds from that standpoint.

I recommend that book to people because it’s an amazing book. I talked about the book, The Go-Giver, by Bob Burg and that everybody should read it, especially if you’re in business, you should read it, but even if you’re not or got a job, still, the concepts make sense. The concepts are how to live a better life and come from a place of giving and adding value first. If you go buy the book, I don’t get anything out of it. If I write an email and send an email about that book, I don’t get anything out of it. I might get $0.20 off of Amazon. Again, one mocha, maybe two a year.

PRP 226 | Prospecting

The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea

They’re getting expensive. You’re going to need at least $6. I bought a caramel apple cider with whipped cream. It was like $6.5.

My two mochas a year are probably 1.5 now, but I recommend that book. If anything, I make a tiny affiliate commission, but it’s not about me. It literally is about, “Here’s a book that is going to help you make your life better. Check it out, read it, then let me know what you think.” I’m asking for them to reply back.

Your show has great content. We know it’s good content, but it’s still yours. It’s still self-serving, even if it’s a place from giving. You’re going to disagree with me on this and it’s okay, but if I come from a place every once in a while and say, “Here’s a cool book I totally recommend, check it out and let me know what you think.” There is nothing for me in that other than giving them a piece of value. Something I totally not my thing in any way, shape, or form.

Even if it’s yours and valuable, which it is, subconsciously, there’s a little trigger that it’s about you. Subconsciously we think this. The psychology kicks in there. Whether that be, “You’re going to listen to another one of my podcasts,” or, “I’m going to get more downloads, which is going to do more for me and get me more sales,” or all these other things. Our brains think this way because we’ve been inundated and ruined by so many marketers out there, whether we’re conscious of it or not, that comes in.

When I go out, it’s like, “Here’s a cool book that I highly recommend and it has nothing to do with me in any way, shape, or form.” People are like, “Ely does care because he’s not getting anything out of that.” I send you a video on YouTube from Simon Sinek’s Start with Why TED Talk. I get nothing out of that, and subconsciously the brain catches that. Most of the time, we’re totally not aware of that. We don’t think that way consciously, but subconsciously our brain is thinking, “The marketer is looking for a reason or a way to sell us something,” and if you’re in business, you’re a marketer, so therefore you get thrown into that category. It doesn’t matter how authentic you truly are.

If you throw in some of these other things as well, which is where most of it should be, you build longer and more trusting relationships, so when you have something that’s yours, people are more open and the walls are already down. That’s where the magic happens. That’s where most people miss the boat because they don’t realize that. It’s all human psychology. It’s all it is. Does that make more sense?

Build longer and more trusting relationships, so when you have something that's yours, people are more open, and the walls are already down. That's where the magic happens. Click To Tweet

It makes sense, but I’m still going to push back on that podcast thing, and here’s why. I’m not into the influencer thing at all. I want a good solid audience that I care about. If you guys all know, Tracy Hazzard is a good friend of mine and they do all the work on my podcast. I do it to share good people with that audience that will be good resources for them. It’s not about me. You never see me out there pumping me. I’m not that influencer person. I’m busy doing other things and building a business. Is that unique among podcasters? Probably. Most of them want to be like the next Joe Rogan and I don’t care.

I do get that. I’m not saying don’t promote your podcast. I’m saying mix it up. We’re not talking either-or. A lot of times, people think it’s an either-or situation. It’s no different than people talking about you’ve got to get in front of eyeballs because you have to get in front of people in order to get them to know who you are before they’ll be interested in buying whatever it is you have. That’s business 101. I don’t focus on getting in front of eyeballs. I focus on maximizing what you do with the eyeballs you have, which is your follow-up processes. That’s my specialty.

Am I saying you need to focus on all the lists you have and quit doing all the other stuff? Absolutely not, because it isn’t an either-or. You have to do both. Promoting your podcast is not a bad thing. I never once would I say it’s a bad thing, but you want to mix it up with the other stuff. I know where you’re coming from because I’ve done a podcast before, and it came from the same thing.

I’ll launch my next podcast, which will be the MeetCoolPeople Podcast when I get around to getting back to it. It’s about meeting cool people and sharing these cool people with the rest of the world so that more people can meet them, but it’s still about me because it’s my podcast. Whether I feel that way or not, it doesn’t matter. What the people reading the email or listening to the podcast hear is where it comes from. It’s a subconscious thing in psychology that if it’s your podcast, they’re still thinking it’s about you. It’s serving you. They may be serving them as well, but the kicker is when you can have something that’s like, “I don’t get anything out of this.”

The shopping card that I recommend is Thrivecard. I love it. It’s a great tool. I make a decent amount of money because of being an affiliate for them. I don’t hide that in any way, shape, or form. If I recommend it, I’m going to get paid. If they read an email from me promoting it, they know I’m going to get paid. No question about it, but if I did that all the time and I would promote it whether I got paid or not, honestly, even though it’s still an amazing tool, because of them knowing that it’s still self-serving.

When you can go through and say, “Here’s a cool video that I found by somebody else,” and it can be a friend. Let’s say Tracy puts something out that you love or our friend Shannon puts something out that you love and you put it into an autoresponder or promote it on social media or whatever. It’s 100% them. You don’t get anything for it. That’s coming from a piece of adding value.

It’s not an either-or. It’s mixing it up more, so people see that it’s not leading back to your stuff all the time because if it’s leading back to your stuff all the time, the ego meter starts kicking up. Whether that is kicking up on you or not is irrelevant because perception is reality, whether we like it or not. What other people perceive is going to make a difference.

You have a bundle you’re going to share with us. Do you want to talk a little bit about that?

Yes. This is something that’s not brand new. It’s content that I’ve had and it’s part of my Follow Up Rockstar System, which is my flagship program I’ve been doing for years for clients. I’ve got a group of people that keep coming to me and they’re not ready for the full Follow Up Rockstar System. The biggest thing that I find issues with is people coming in are they’re speaking on stage, getting on podcasts, doing all the things that they’re supposed to do to get their face out there and get in front of people, but then when people sign up, it’s like, “Here’s my name and email at is here.” “Cool. Here’s the thing,” and crickets.

I’ve got the system. This is my freebie campaign or my lead magnet campaign, which is built around a checklist because again, it’s super easy and super fast to create, and superfast to consume because I want you to have this literally up and running in a day, start to finish everything 100% up in place, ready to go. Video training gives you step by step. I give you all the templates. I even give you the template for creating the actual freebie itself so you have a mockup to work with, fill in the blanks, and it saves. You can export it as a PDF, and you’re done. You’re ready to rock and roll.

On top of that, I talked about the calendar because most people set up their Calendly, ScheduleOnce, QD or whatever system they’re using, and it’s literally a bunch of reminders, “Here’s our call on. Here’s a link reminder.” There’s a psychology in order to get people engaged, excited, and wanting to show up for the call. That has gotten to where literally my no-show rate is down to like 2, maybe 3 people a year that don’t show.

PRP 226 | Prospecting

Prospecting: Marketing is more than just reminders. There’s a psychology to get people engaged, excited, and wanting to show up for the call.


Mine is like that too.

That’s so rare. I know people that are literally getting a 30% no-show rate. It’s because of the follow-up process. I put this together. I’m calling it the lead bundle or the lead gen bundle. It’s all about putting this in place as quickly as possible up and running. You can do it now, get it ready and live tomorrow. That’s ElyLikes.com/Juliet because I like Juliet.

When I’ve done this for clients and put it all together, it’s been about $2,500, but I put it together as a package. It’s a do-it-yourself, but it’s enough to get you started. The intro price for this is $497. It’s something to get you going. As I said, super simple, follow the steps, fill in the blanks, and get it up and running. You can literally start this tomorrow morning and by the evening, you’re hitting publish and you’re 100% ready to start using it. That’s what we’re going for.

I want to mention my very first lead magnet was a checklist. This is why I’m saying this to you guys, why this is such a great idea. I remember thinking, “Who’s going to take this? It’s so remedial.” It was remedial for me. We had over 2,500 opt-ins in the first month and people were telling us, “This is what I’ve needed to get this done.” Never discount when you’re putting this together. When you get this package from Ely, don’t discount the knowledge you’re putting on that checklist.

I remember a while back. We did a month-long coaching package for some people who wanted to get a podcast out there and promote it. The missing link was they didn’t know where to publish their podcast. They recorded them and were like, “You earned your money for the entire month.” This was our missing link. You never know when you put these together what you think is remedial, someone else will go, “This is amazing.”

A lot of times, when people think of like a checklist, “That’s too easy. It’s too simple.” They think they need to have a book. “Download my free eBook, that’s 150 pages.” People aren’t going to read it. “Let me give you this three-part video series and there’s an hour per video.” They’re not going to. That’s why this is so powerful. The kicker with it is not how simple it is. It’s easy to consume. That’s the magic. That’s what makes it work.

The magic of this particular program, why I love this so much, is the follow-up process because the follow-up that you can put into your autoresponder, like fill in the blanks, put it in place, and you’ve got to sequence ready to go that encourages them to first off consume the thing to reply back to you start a dialogue. Dialogues create sales. Book it on your calendar because, for most of you, that’s what you’re going to want. You want to have an actual conversation with people.

How do we maximize calendar booking instead of it being the boring Calendly stuff that goes out? The other stuff is boring and it doesn’t work very well. Let’s get to the real stuff. Let’s get some magic that gets people excited and want to work with you. They can be pre-sold on who you are and how you can solve the problems for them before they ever get on that call. That’s what this is about.

The key to those lead magnets is to give people something that they can get instant gratification results because that’s where people go, “I’ve tried other things that didn’t work. That just worked.” Those people will stick to you like glue if you give them something that they will get results right away. Ely, thank you so much for being on. Don’t forget to go over to https://ElyLikes.com/Juliet. If they don’t want to go grab that, where can they find more of you? Where are you at?

The easiest way to connect with me is ConnectWithEly.com. You can connect with all my social media stuff. If you want to book a call and chat with me, that’s cool. This is not a sales conversation, strategy session, discovery call, or any of that BS. It is just a call. I want to get to know you. Whether you are connecting with me on social, booking a call with me, or even texting me from there, I don’t care. I like to meet cool people. That’s what it’s all about.

No matter what you do, do me and yourself a favor. The best way to get on the top of the list so I’ll reply back to you is by telling me how you heard me. Where did we connect? On Facebook, I get ten new friend requests every single day, and the people who send me a message along with it that says, “I heard you on Juliet’s show,” are going to immediately go to the top of the list and I’m going to respond as quickly as possible. I have other people been on there for a couple of weeks because I haven’t stopped and taken the time to do anything with it.

I want to hear where you came from. I want to hear what was it about this conversation that got you excited and made you want to talk to me because those are the things I want to keep doing more. If you want to have a conversation with me, then I want to say more of the same thing in order to make sure that more people want to have a cool conversation with me because I like to meet cool people.

Thank you so much. It was great having you.

Thank you so much. My pleasure to be here. If there’s anything I can ever do for you, reach out, and let me know.

You’re so sweet.


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About Ely Delaney

PRP 226 | ProspectingEly Delaney is your Automated Systems Strategist and is also known as “The People Whisperer”.

He’s the creator of The Follow Up Rockstar System, teaching entrepreneurs how to go from surviving to thriving in any economy through the art and science of building strong relationships and following up for LIFE.

He’s an Amazon bestseller with his two books “Marketing Tidbits” and “Networking Tidbits”

With a passion for connecting people, his best-selling training course “Networking Like A Rockstar” has over 1373 students registered globally. Ely helps speakers, authors, and coaches automate their follow-up to grow their business without having to have an MBA from MIT.

He’s the guy to help you build a 24/7 automated system and turn you into a Follow-Up Rockstar!


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By | 2023-07-25T14:03:11+00:00 November 29th, 2022|Podcasts|0 Comments

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