The Hidden Money in Your Business

One of the most valuable pieces of advice I give my clients, is follow up, follow up, and follow up. Now this might seem like an obvious piece of advice, but I can’t tell you how many people I speak to, that just don’t do it.

And why don’t they do it? Well that depends on the circumstances, but the most common answer is that they don’t want to bother people.

As a service provider, it is your responsibility to share the opportunity you are offering to your potential clients as many times as it takes for them to say yes, or to tell you to buzz off!

If you believe in your services and/or products100%, and you know that that they will make a difference to people’s lives, then it is not only your responsibility, it is your obligation to keep sharing that with the world.

Marketing is nothing more than sharing. Following up is nothing more than a reminder of the message you have already shared, and asking if they want to invest in the invaluable transformation you are offering.

I have followed up with clients 4 and 5 and 6 times before I got a yes, sometimes it can take 10 times depending on your services and products.

Look at it this way. If there are 2 of you offering the same client the same or similar service or product and you don’t follow up, but the other service provider does, you definitely do not get the sale.

A potential client will value the fact that you are interested in him, that you are keen to help him out of his pain or move towards his goal, he wants to feel special. If you speak to him once and never again, chances are he won’t feel that way.

Also people lead busy lives and forget. So rather than thinking that you are bothering people, think about it as reminding them about the transformation you can help them make in their lives.

It can also be that someone has given you a referral and you haven’t followed up. Do it now! These are the very best of potential clients. You are half way to making the sale already because the referral source has done half of the “know, like and trust” for you by singing your praises.

Did you get a card or two at a networking meeting and still haven’t followed up? Do it now! Even if they are not your ideal potential clients, they are referral partners, building the relationship and planting seeds for the future is paramount for any business.

You can never plant too many seeds!

And if you are still thinking you might be bothering people, I say how do you know that? If you are thinking about the calls you get that bother you, ask yourself what it is they are selling and how do they do it? Do you do it that way? No, you don’t, so stop kidding yourself and get on with it☺
Your Assignment

1. Make a list of all the people you have to follow up on – people you have spoken to who said they would think about it, cards you have from networking meetings, referrals lost in your in tray, etc.
2. Call them now! Make an appointment to follow up at another time if they are busy, or worst case scenario, send an email or letter.
3. Don’t stop following up until you get a yes, or buzz off!