Deep down you have an inkling that you’re missing out on opportunities. But I’m guessing you’re not exactly sure what’s missing, or what to do about it?

Okay okay, so you’ve heard me talk about the importance of having a solid sales process in place (and if you forgot or missed this soapbox moment, check out this article). 

There’s two key parts of the sales process I want to highlight today that can really help make sure you’re not leaving money on the table when connecting with your potential clients. 

Let me introduce you to my little friends, Convert and Nurture (again a part of the sales process outlined here). 

Take a moment to imagine what it would be like if you didn’t have to worry about being ‘too pushy’ or  ‘how many times is too many times’ when following up on sales meetings and calls.

A quick stat to get you in the headspace of converting conversations to clients…. 80% of sales require 5 follow up calls after the sales meeting. Yep. You read that right! 

Yet  44% of people give up after the first follow up. Uuuummm.. money left on the table am I right!?

Do you follow up a potential client you’ve met at least 5 times after the meeting!? 

May I be so bold as to ask.. why not? 

I’ll take a stab in the (not so) dark and say it’s because it feels awkward, you don’t want to be annoying, disrupt people or come across as desperate. 

Well I’m here to tell you statically if you’re not following up 5 times, you are leaving money on the table. 

“The money’s in the follow up people…” said many sales experts and leaders. 

And they’re right! 

It doesn’t have to be awkward, disruptive or desperate!  

Truth bomb: You’re making it that way 🤦‍♀️

Here’s what you can do instead. Think about how you can make the follow up interesting, fun, different… you’ll enjoy it more and so will your client. 

And if that doesn’t get your motor going, bake it into your sales process so that it becomes something to tick off a very satisfying checklist. 

Some ideas to get you started;

  • Phone call. It’s a classic and go with this first as it’s the highest touch point! TOP TIP: Even better to book a follow up phone call or video meeting before you end your sales meeting so it’s already in the diary
  • Voice note on LinkedIn, Insta, Messenger or Text (wherever your client hangs out). This is my new fave and not everyone is doing it, yet. So it’ll get you the right kind of attention
  • Loom video in an email (or text). A great personal touch. The more your prospect sees you, the more trust and likability you build. Just make sure you’re smiling and you make eye contact with the camera. 
  • Email. Another classic but also an easy place for you to hide. So use email sparingly and with a mix of other mediums
  • Post. Oooh an oldie but a goodie. Send a book that would be valuable and that links to the work you’ll be doing together. You could also send a thank you card, or a treat to enjoy (if you’re in tropical Qld remember chocolate might melt!). Get creative. 

Okay now that’s sorted and you’re following up with your prospects at least 5 times (and dare I say, enjoying it!?), another way you could be leaving money on the table is by not asking for referrals. 

91% of customers say they’d give a referral. Only 11% ask for one. 

Read that again 👆

So let’s keep this one real simple. 

Ask for a referral. 

Remember when I said we make it awkward for ourselves when following up on a sales call? It’s the same here. We overcomplicate asking for a referral because we feel weird about it. 

What would you say if someone asked you? Especially if you loved their brand, their work, service, the people? 

You’d get your thinking cap on and see who you could connect with them. 

BTW this doesn’t have to be only for clients who you’ve worked with. 

You can ask ‘not-a-fit’ or ‘not-now’ prospects if they know anyone in their network that would benefit from an introduction.

Here’s your mission, should you choose to accept. 

  1. Include minimum 5 follow up touch points in your Convert strategy
  2. Contact 3 clients today to ask them for a referral introduction
  3. Make sure you have a sales process in place (read this article if you don’t know where to start) and include points 1 and 2 so that it’s consistent and streamlined without relying on your memory, or how you’re feeling that day! 

I’ve created a Sales Review which is a super quick and easy way for you to get a helicopter view of your business sales strengths and gaps… in under 4 minutes. Grab it for here.

Nicky is a Sales and Business Leadership Coach with over 2 decades experience in sales and leadership. She’s been running successful coaching businesses since 2015 and is obsessed with helping business owners and teams thrive. She helps her clients install smart business growth strategies and leverage leadership for peak performance.

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