There’s Funds in the Follow-Up
Converting clients into paying customers is not just about how great your consultation call process is or how amazing you are at pitching yourself. The key to landing more clients is mastering the art of the follow up. Read on to learn why the funds are truly in the follow-up and how to create a follow-up system that converts.
Converting Clients Through Follow-Ups
Your ability to convert cold leads into warm leads and eventually into paying customers all relies on one thing… your ability to connect with your prospective clients.
These authentic connections don't always happen in just one single consultation call. Sometimes it takes a few touchpoints, effort, and time to build that trust and a great working connection with someone. Therefore, you have to get comfortable with the discomfort of following up.
The Impact of Following Up
The simple act of following up with potential clients can significantly increase your conversion rate and the money you bring into your business. At least 30% of my conversions occur in my post-consultation call and direct message follow-ups. Just think, that's a lot of cash you're missing out on if you aren't following up consistently and strategically.
Following up with potential clients doesn’t have to feel weird, icky, or salesy, either. If you focus on sending a genuine message to your prospective clients, you won't seem like a sleazy car salesman. Instead, you'll be showing them that you care about their mission, you care about them, and are truly excited about the potential of helping them grow their business and thrive.
Create a Follow-Up Process
Following up with potential clients doesn’t have to be stressful. Find what works for you and create a process so you can implement it time and again.
Post-Consultation Call Follow-Up
I recommend following up 2-3 days after the initial consultation call with a post-consultation call. This call can be shorter than the first and the goal is to answer any of their questions that may have come up after the initial consultation. This is where you can really shine and bring confidence to the table as you make it clear to them exactly HOW you can help them in their business.
Direct Message Follow-Ups
After the post-consultation call follow-up, if the potential client doesn’t commit to your services on the call, follow up 2-3 days after that with an authentic direct message either in their email inbox or wherever you’ve been connecting. In this follow-up, you can ask them if they have any further questions about your discussion or the proposal you sent over to them. Let them know that you understand how big this decision is and that you’re here to help them make the best choice for their business.
If you still don’t hear back from them after this follow-up, don’t give up. It’s not over yet. Stay the course and follow up one final time about 7 days after the initial consultation call. In this follow-up, you can give them the option to move forward with your services or ask permission to follow up with them again at a later date. This lets them know that you haven’t forgotten about them and would love to work with them in the future if now is not the right time.
If they don’t respond or they respond that now is not the right time, mark it in your calendar to follow up with them in 3 months to see if that would be a better fit for them.
If you are not seeing conversions from your conversations and consultation calls, ask yourself if you are really implementing a solid follow-up system or just using the age-old “let me know when it’s a good fit and time for you” strategy.
Trust me, the funds are in the follow-up, so stop leaving money on the table and don’t be afraid to reach back out a few times.
If you need help crushing your consultation calls, follow-ups, and increasing your conversion rates, be sure to check out my signature course for virtual assistants, The Foundation!
I’ll help you market yourself with confidence and land more of your ideal clients so you are never leaving money on the table!