For many Lightworkers and purpose-driven entrepreneurs, following up with sales prospects is not a comfortable process. In fact, it can feel downright icky – and totally absent of love.
If this sounds like you, you will appreciate this week’s marketing strategy because I will teach you how to create a loving follow-up process. You’ll walk away with two things: (1) Logistical knowledge on how to create a follow-up process, and (2) how to infuse love in your follow-up process.
Before we delve into the logistics, let’s first grapple with the elephant in the room: Your mindset around following up.
Here’s what I want you to know: You are not hounding your sales prospects. It’s not even in your wiring. Your natural tendency will always to be genuine, so put your “I am hounding them” fears to the side. It’s not even possible with you, okay?
As you work through your mindset, check out the tips I’ve outlined below to help you add more love to your follow-up process.
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Have you ever heard the expression “the magic is in the follow up?”
Well, I have a reframe of this expression: “The LOVE is in the follow up.”
Aahh, doesn’t that sound better? I think so too.
How do you create a follow-up process that’s full of love? Check out these four tips below.
#1: Set up a time every week for following up
To make following up with sales prospects a priority, block time on your calendar every week. I add it as an appointment on my calendar, and I hold this time as sacred. In other words, don’t book over it!
#2: Set a reminder on who you need to follow up with
Each sales prospect may have a different follow-up frequency. For example, someone you just spoke with last week should be emailed today, while someone who’s been on your follow-up list for months may only need to be contacted once every four weeks.
Therefore, it’s important that you stay organized with who you need to follow up with and when. Again, use your calendar to help you here. On that week’s appointment, write down who you need to follow up with.
The key is to set a reminder notification to help you remember who you are following up with on that certain day, which is why I like to add this information directly to my appointment.
#3: Vary your follow-up methods
I can’t stress this enough: Don’t just rely on email for following up. I know it’s the easiest and the least intrusive, but in most cases, you’ll not get a response from your sales prospects. Your email will be buried in their inbox.
Instead, think of other ways you can reach out, such as the following:
- Snail mail
- Phone call
- Text message
- Facebook message
- In-person meeting
- Sending a gift
Imagine the love your sales prospect will receive if you send a greeting card or leave an authentic Facebook message? Have fun and be creative here. Think about how you’d like to be treated (and what resonates with you). Your ideal client will like the same things!
#4: Just be yourself
To me, this is the most important part of the follow-up sales process. Recognize that “people love to buy but hate to be sold to” – and then be yourself as you approach each sales prospect. I tell my potential clients that I hate to sell and be pushy, and that I am just checking in because I have been thinking about them (all true words). Be yourself – whatever that looks like for you – and you’ll feel more comfortable with the sales process.
One final thought: While getting paid is part of your business, you have an innate need to help people. Following up is how you show this purpose time and time again. Get comfortable with the follow-up process by automating your tasks, blocking your calendar, and corresponding with love and authenticity. The more you follow up, the more comfortable you’ll feel – and yes, the more sales you’ll get.
Need other marketing ideas?
If you need more ideas on how to get clients, check out my Magnetic Marketing Checklist (it’s a free download!). It’s packed with ideas on how to authentically attract more customers to your business.
Hi, I’m Jill Celeste. I teach purpose-driven entrepreneurs (just like you) everything you need to know about marketing so you can become the Director of Marketing for your business.
Because when you put your Director of Marketing hat squarely on your head, marketing is your number one priority (which will result in more clients!).
When I am not teaching about marketing, you’ll find me hanging out with my husband or my teenage boys, or taking a nap with my basset hound, Emma. I also like to play with my two guinea pigs and feed the backyard ducks (much to my neighbor’s chagrin).
If you’re feeling alone in your entrepreneurial journey, I invite you to check out my monthly membership group, The Celestial Circle. Affordable, loving, supportive, informative, and fun – that’s how we roll in The Celestial Circle. We would love to welcome you!