The truth is…..
We overcomplicate business. If you were sitting here with me in my home office right now, I would look you in the eye and ask you one simple question.
Just one.
What activity should you focus on daily to convert 50% more people into paying clients?
What would you say? Respond in the comment section below. I am going to tell you, but I want to understand what you focus on daily, and that may give us some insight as to why you are not smashing your money goals weekly.
Sometimes doing more is NOT the answer. Meaning. Don’t get caught up in the frenzy of oh I need to generate more leads, host a webinar, do more FB live Trainings, hop on Periscope, make another social media meme, or Tweet.
All of that is a necessary evil if you want to Be Seen, Be Heard, & Get Paid. You chose whatever combination works best for you and just, so you know, I didn’t list them all, but before you pass out and start asking me a million questions just follow me for a another two minutes, I am going somewhere with this.
If you want to double your business this year or even this month without having to increase your traffic following up with your prospects, current, and past clients is the way to go.
The money is in the follow-up.
Follow up builds that know, like and trust factor. People know you care when you take time to further understand their situation and see if now is a good time for them to utilize your services or try out your products.
People get busy. Stop taking it personal when people don’t say yes right away. Some people need time to make a informed decision. You have to ask yourself if you gave them enough information to make a decision. Where they focused the last time, you talked with them. Where they committed to making a change or just all talk? These are all factors that get in the way you getting what you want, a happy client who trust you to make their life and business better and of course, the sale.
Let’s look at the upside of this.
These people are now your warm market. They know a little bit about who you are, what you do, and how you can help them. They are more likely to say YES and be excited to work with you.
Building a profitable business stands on your ability to build rapport and be a consistent thought leader in the lives of the people who you desire to service or offer your products to.
I have learned that most people don’t follow up for these very reasons:
- Don’t know what to say when responding or writing an email
- Don’t know what words they should use to get the client to say YES. Most people feel like they NEED a script to close the sale (totally not true, you don’t need a damn script, but you must follow a formula)
- Get frustrated because they end up talking with a prospect multiple times before they say yes and end of spending hours on end convincing them so that the client will pay the invoice, but end of feeling deflated because they feel like they begged for the money vs. earned it.
- Feel like they are bothering people and are always focused on “I need to call them back at the right time.” Newsflash: There isn’t a right time. Just make the call. Send the email. Instant message them. Take Action.
Here is what NOT to do the next time you follow up.
Stop talking so much. You are not getting the sale because you are too focused on winning them over and that is the wrong focus. Then you start talking to “showcase” that you do have the answers. This is a BIG no, no because you mess around and go into the “HOW” which is the answer and then after that, of course, they don’t need to hire you or buy your product when you do this. Be smart and listen. Learn to know when you are talking your way out of a sale and giving away too much information for free. (If this is your block I will help you dissect it.)
Here is what to do.
Listen and take notes and then if everything is a good fit ask for the sale.
Here is what you are missing that I am teaching in my Smart Business Success Systems Program.
- I teach you what to listen for and how to use that information to close the sale.
- We talk about how asking the RIGHT questions can get the “buyer” to see value in your offer and POSITION them to authentically respond to your questions AND take action to buy whatever it is that you have to offer.
- Give you a step by step framework to follow so that you can understand their needs and desires and ask for the sale with confidence. This framework works for follow-up calls and initial sales calls. One client landed a celebrity client using this framework; you can see her story here. And another client earned a 12 month $100k contract using this same framework. Be on the lookout for her case study coming soon.
Challenge: Who do you need to follow up with this week so that you can reach your money goals? Make a list and then take action even if you are nervous and feel like peeing your pants. Do it anyway.
In the comment section let me know why you struggle with follow-up. I am curious, and I want to know YOUR truth.
Your Business Systems Strategist
Wendy Nicole Anderson