One of the best tips I can give you about converting potential clients into paying clients is this: Add one extra follow-up step.
That step can make the difference in bringing that client to finally making a decision. It can bring in extra sales. That one extra email, that one extra card, that one extra phone call, can be the thing that brings in those extra sales.
It’s very tempting for you to give up too soon. I realize that, especially right now. It would have been really easy for me to give up too, when I wasn’t getting the sales I wanted for a recent event. It would have been really easy for me to say, “Okay, it’s tougher this year than it has been to fill events. I give up.”
That would have been so wrong for me to do, on so many levels. How could I have that kind of attitude? I simply can’t allow for that when I am trying to inspire and educate you and the rest of my clients. That’s not good enough.
In addition to that, what does it say about me if I’m not doing every single thing possible to ensure that the right people are in that room at that event? I know that it’s life transforming, and it’s my responsibility to make sure that every person that’s got any question about that event, receives an answer.
Although this took some planning and organizing because I was traveling with my children to Belfast at the time, I made the two hours for the phone calls that needed making.
I added an extra follow-up step and made it happen because it was important. It’s important that I walk the talk. It was important that I do every single thing to make sure the people who could benefit from that event benefited from it.
And that’s what I want and expect from you. When you think about what you’re selling, if you truly believe that what you’re offering is so great and can make such a difference, you should stop at nothing to make sure that the people who most want and need it are using it. Leave no grey area – inform them, educate them and get them everything they need.
Don’t make excuses to give up. It’s easy enough to create reasons for giving up too soon. You’re too cool for school; you don’t want to be seen as needy; you don’t want to be pushy. Except, those reasons aren’t reasons. They’re excuses – obstacles that you are putting in your own way.
If you’ve made the connection with prospective clients, presented your offering, followed up a couple of times – what more can you do?
Well, you could drop back, you could stop going that extra mile, which effectively says you don’t believe enough in yourself and your business to keep trying. My gut tells me that you won’t do that. That’s not good enough for you.
Be inspired and motivated to follow up, and do it more thoroughly. Think about the different ways that you might be able to follow up and how you could add another step to your follow-up sequence.
Stop at nothing when it comes to reaching out to your prospects.
Bernadette Doyle is a small business marketing expert. Get more tips and advice at http://www.clientmagnets.com
[...] Do Not Give Up – Follow-Up [...]
Just thought i would comment and say neat design, did you code it yourself? Looks great.
Thank you, Frederick. One of my employees was responsible, with some direction from me.
Bernadette