Do you get lots of leads — and wonder why they won’t buy? You’re not alone. Read on to discover the key to turning leads into clients — and clients into your biggest fans.
Let’s assume that you’ve finally figured out how to get leads. You’re networking like crazy and you have referral partners who send leads your way. Maybe you’ve mastered the art of online networking as well.
Then what? There’s a missing link. How do you get leads to actually buy from you? There are a number of elements that go into making that happen, but none of them matter unless you make use of the most important one of all: you follow up.
1) Follow up with your leads
So you have a pocket full of business cards when you get back home from that networking breakfast. Don’t rest on your laurels. Follow up. Call them and invite them for a cup of coffee and find out how you might be able to help them. Repeat as necessary.
2) Follow up with your first-time clients
Once your leads have made their first purchase, whether it’s goods or services, it’s time to follow up again. Check with them to see if they’re happy, and if there’s something else you can do for them.
3) Follow up with your regular clients
Sure, they’re yours, for now. But they’re not immune from being lured away by your competitors who might have better follow-up skills. So stay in touch with them on a regular basis. Let them know you value their business. Give them the occasional freebie or gift — or special deal just for regulars.
4) Follow up with ex-clients
Yes, we hate to think of it, but some clients do become ex-clients. Follow up and ask them what made them decide to leave. Tread carefully and be sure not to sound either accusatory or desperate.
Just let them know that you appreciated their business and that you want to find out what made them decide to leave so if it was something you did or failed to do you can do better in the future. And, of course, don’t forget to let them know that they’re welcome back at any time.
So no matter where you are in the prospect to client relationship process, follow-up is key. It can mean the difference between having a full slate of clients and almost none at all. Once you follow up with people regularly, you build relationships with them. And the more solid the relationships, the more likely they are to buy from you — and keep buying from you for years to come.
So let’s recap: Stop throwing your networking efforts out the window. Get new clients fast by following up regularly and consistently. For more tips get a FREE collection of powerful teleseminars PLUS a FREE month in Sue Clement’s new membership program: Your Marketing Edge! And get ready to take your business to a whole new level.