Category Archives for Prospecting

3 Secrets To Successful Follow Up

Did you know that according to recent research 49% of all leads are never followed up on?

Why do you think that is?

From the clients I’ve worked with it seems there are several reasons.

  1. Lack of automation – many people are still trying to do their follow up one at a time and when they don’t get to it right away they rationalize that it’s too late so they don’t bother at all.
    • The problem is that a lot of people were specifically looking for what you had to offer and when you rationalize not following up all you’re doing is lying to yourself so you can avoid a perceived discomfort. You owe it to anyone that reaches out to you to follow up with them.
    • Solution: Automate as much of your follow up as you can. Use an auto-responder to immediately reply with the most common information you know your prospects want and a strong call to action encouraging them to take the next step. Then follow that up with a phone call.
  2. Fear of rejection – this is one of the most common reasons I’ve found for failure to follow up. This is robbing you and your prospect in so many ways it is really a whole post all by itself.
    • Solution – Change the way you think and the objective you have for the follow up. The fact is the prospect is asking for information. Now, you’re real job is to see if they are qualified for what you have to offer. You are not calling to make a sale so there is no way you can be rejected. If they are qualified, great, you can make an offer. If they aren’t qualified, great, you can help them out by pointing them in the right direction. Either way you win and either way you owe if to the prospect to help them out.
  3. Too busy to keep up – This is a great problem to have but only if you have it because you are dealing with more clients than you can handle. Most of the time the only reason this is an issue is because (if you will be honest with yourself) you’re too busy doing busy work or chasing prospects that keep putting you off but won’t say “No”.
    • Solution – Learn to properly qualify prospects in or out and stop chasing the people that are never going to sign up. In fact don’t chase at all. Get them out of your pipeline to make room for people that are ready to do business now. Put everyone else in an automated drip to maintain top of mind awareness and let them raise their hand and tell you when they are ready.

If you dig deep you will find that there are more reasons people don’t follow up on their leads but I have found these 3 to be the most common. If you aren’t following up on all of your leads figure out why and fix it. You will find that many of the leads you aren’t getting to are the ones just waiting to sign up.

Let me know what challenges you’ve had with following up on leads and while you’re at it tell me what you’re going to do to solve the problem.

Stop Selling & Make More Sales

I was talking with a good friend of mine last night and we had a good laugh at how new salespeople do when they first start compared to a month or so down the line. What we were laughing about is that with very little information they are able to go out and start making sales but in no time at all they learn a lot more about their industry and their own product and their sales drop like a rock and they don’t understand why.

What they don’t realize, because it happens gradually, is that as they get asked questions they don’t know the answer too they learn the answer and then since one person asked everyone must want to know so they add it to their presentation. When they started they didn’t know enough to talk much so they had to ask questions. They could only talk about what they were taught so they naturally talked less and listened more. Now that they have learned so much in the last month they are doing all the talking and they are no longer making as many sales.

How does this apply to your situation? If you’re struggling with signing up new clients take a long hard look at your process. Who’s doing all the talking? How many questions are you asking? Are you assuming you know their needs as soon as they mention a problem other clients have had? If you do make that assumption do you jump into presentation mode?

Simple solution: Go back to the basics and properly qualify. Don’t tackle surface issues. Instead ask questions about the issues they bring up so you really know what the underlying cause of the problem is and what it’s costing them to continue like this. Then, if you are going to start presenting keep what you have to say limited to the problems you uncovered. When you do that you will find you’re signing up clients again and it’s because you didn’t confuse them with a bunch of information they didn’t need and since you were laser focused on their needs they will know you care about them and that you can help them.

So, Stop Selling And Make More Sales. 😉

If you have questions about this or you want to share how you’ve experienced this very same thing leave a comment. We’d love to hear from you.



Intentional Networking – Get more leads in 30 minutes that you currently get in 2 hours.

Most coaches and consultants as well as small business owners I talk to admit they are terrible at networking but they know they need to do it.

The real issue is that people are looking for clients instead of just finding prospects. The other issue is not having a game plan.

If you follow what I am about to suggest you can get 10 business card at your next networking opportunity in 30 minutes or less. If your conversion rates are just average that should be at least one client.

Don’t stand around and wait for people to come to you. Pick someone that you want to meet and introduce yourself by name and get the name of the person you’re talking to. In the next 30 seconds, find out what they do, what kind of business they have, and how long they’ve been doing it. In the next 3 minutes, ask questions that get below the surface. Dig deep and look for emotion. What challenges to do they have, what problems are they trying to solve? When the 3 minutes are up, ask them for their business card. You’ll never be refused. Thank them for sharing with you and promise to call them this week. Then, politely excuse yourself and move on to the next person.

Now, if you don’t follow up with them you have just wasted all your time. So follow up and schedule a complimentary coaching session or strategic breakthrough and take it from there.

If  you have any questions or would like to share what works for you when you network leave a comment.