Do you send follow up emails to your prospects that start with something like this?
“Just wanted to touch base and see if you have had a chance to think about working with me?”
“Just wanted to check in and see if there’s anything I can help you with?”
“Just wanted to reach out and say that I am about to be fully booked for this month and will not be able to take on more clients, so if you want to work with me please let me know ASAP”
I know I know most of these emails are from people who are genuinely trying to follow up like all the sales gurus tell them to….but there’s a tiny little problem.
To the person receiving the email these reek of insincerity, desperation and onion breath (OK maybe not that last one but you get what I mean).
I hate to say this but that’s is exactly how you come across when you send that email.
So if you have done that in the past, it is time to wipe that blemish away from your career canvas and start afresh.
Let’s start with the mindset..
People always need more than one nudge to make the decision and follow ups when done right can make that happen. Also, if you really believe in the value of what you offer, you should not deprive your prospect of a chance to benefit from that.
Do it for them!
The Philosophy of Follow-Ups
Let me explain my philosophy of follow-ups:
It isn’t to rush them or guilt them into choosing you
It isn’t to sell them something they don’t need right now
It isn’t to close the sale on the first follow-up call
It is to be on top of their mind when they are ready to buy
That’s all. And this alone can make a difference between a great follow-up call materializing into a sale and a long term relationship or your email being deleted on the spot.
So, how do your remain top of mind?
The Foolproof Formula of Client Follow-Up
Two very quick and extremely effective formulas that I have used countless times in both B2B and B2C interactions are below:
1. The Follow-Up Bait
Keep a running list of trainings, events, webinars, talks, workshops etc. in your industry at all times. One of the smartest ways to follow up with someone is to send them a heads up about that event. This is essentially a bait for further discussion but is positioned as a favor as a special gift for a special person.
We all love gifts right?
You email could go something like this:
I just came across this great conference happening in your area next month and guess what? They are looking for speakers!
I think that the profile that they are seeking ties in perfectly with your expertise and this could a great way for you to increase your influence and position yourself as an expert. Last year, one of my other clients was a speaker at this conference and her public speaking career really taken off since then.
Do let me know if you are interested in discussing how to pitch to them and how to position yourself. In fact, my schedule is free from 2 Pm to 5 PM on Friday. Maybe we can have a quick chat?
The Solution to a Peripheral Pain
In your first interaction with your clients, look for patterns that go beyond your normal offering. Perhaps you are a business coach but you hear her talking about how overworked she is and how badly she needs a good VA. After your first interaction, make a list of all the peripheral pain points she mentioned and use these as your opening line for a referral email.
Look what I found…A kickass VA that comes highly recommended from at least 2 different sources.
I remember you mentioning that you’re really in need of someone to take the reins of you social media accounts and allow you to focus more on your growing your business. I think she would be a great fit for this role.
I will be happy to hop on a quick call if you need some tips in drawing up the scope of work and terms of arrangement for this person so you get the best out of her. Does 6 PM Friday work for you?
See that wasn't sleazy or whiny or even bitchy.
It was positioned as a gift and there’s no way, your prospect would forget about you or your “favor” when she has decided to buy!
And if you use that quick call smartly, you may even give her a gentle nudge in buying sooner rather than later.