When someone comes to your website and signs-up to stay
in touch with you, or you meet them networking and take
their business card, how do you follow up with them?
Do you follow up with them personally?
Or do you just put them on your newsletter list and hope
they’ll remember you when they are ready to buy your service?
The thing to remember with follow-ups is that conversations convert. In other words, when you are selling a service it’s normally always a conversation that moves someone from being just an enquiry into being a client. It’s either rare (but not impossible) that they become a client without a conversation, or it’s just
Which means that if you aren’t having as many conversations
as you could be, you’re probably not getting as many client as you could be.
And if you aren’t converting as many of your enquiries into clients as you
could be, you are letting money slip through your fingers.
So what’s the answer?
One answer is to personally follow up with every enquiry.
Have a conversation, find out their needs, and see if your solution fits.
If so, they may well become a new client.
But what if you have too many enquiries to follow up personally with
The answer is: change the way you communicate with those on
Stop talking at them, and starting talking with them.
Stop ‘broadcasting’ and start conversing.
So how do you start talking with the people on your list?
Well it can be as simple as asking a question. Instead of just sending a
regular newsletter, or tips and updates by email, why not send an email
with a question and see who replies?
Ask them whether they are still looking for help. Or ask them what their
biggest challenge is around the problem you help people with.
When some of the people your list respond to your question,
you can continue the conversation from there.