How would your business change if you just loved up your future clients?
Not just trying to get close a sale – but actually show how much you care about them? How much you want to help them? How much you love them?
Wowzers, it would make a huge difference in your business, right? And how happy would you be if you shifted your thinking away from “sales follow up” to “love up”?
If you’re anything like me, “loving up” sounds way more in alignment than following up.
To help you, please read this blog post about how you can love up your future clients. I think you’ll find the tips here to be refreshing – and right up your alley.
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I’ll be the first to admit: I am not comfortable with the entire sales process. However, if I want to make a living as a marketing teacher, I must sell.
This has required a change in mindset for me. First, I own the fact that I am uncomfortable selling. It’s part of who I am.
Then, I had to accept that selling is just a means for people to get the marketing help they need. If I don’t tell them about my services, they can’t get help (and so many purpose-driven entrepreneurs need my help!).
Finally, I needed to come to terms with following up. Following up with my sales prospects is the ickiest part of the sales process. I don’t want to be come across as pushy! (Sound familiar?)
To help combat these feelings, I shifted my perspective. I stopped saying “following up,” and instead say “loving up my future clients.”
Wow, that feels so much better, doesn’t it?
So, how can you love up your future clients? Here are five tips to help you.
#1: Take excellent notes during your Introductory Sales Calls
Here’s why this is so important: Your notes can help guide your follow up. If you do your Introductory Sales Calls properly, you’ll learn about your future client’s struggles, goals and pain points. This is great information to use when you get back in touch. (Keep reading to see what I mean).
#2: Set up a time every week for loving up your future clients
To make following up with future clients a priority, block time on your calendar every week. I add it as an appointment on my calendar, and I hold this time as very sacred. In other words, don’t book over it!
#3: Set a reminder on who you need to follow up with
Each sales prospect may have a different frequency for when you follow up. For example, someone you just spoke with last week should be emailed today, while someone who’s been on your loving-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. On that week’s appointment, write down who you need to get in touch 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.
#4: Vary your follow-up methods
Email is the most popular form of staying in touch with your future clients (and one of my favorites). If you love to email, make sure you vary what you say. One email could include a link to a relevant article, and another email could be more conversational. This is where your Introductory Sales Call notes come in handy! Ask how your future client is doing with her pain points, or if she has overcome a certain struggle yet. Make sure to be assuring that her issues are surmountable, and you’d be glad to help.
Don’t forget to include your future clients on your mailing list for your e-newsletter (with her permission); that’s another excellent way to keep “top of mind” with your future clients (without being pushy).
Also, don’t just rely on email for following up! I know I personally hate cold calling, but it is an effective way to follow up.
I use “snail mail” a lot with my future clients. I send out monthly letters, holiday cards (and not just Christmas), small gifts, postcards – you name it. Using snail mail really helps me stand out and shows how much I care for my future client.
#5: Just be yourself
To me, this is the most important part of the loving up process. Recognize that “people love to buy but hate to be sold to” – and then be yourself as you approach each future client. 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.
Most sales people will tell you that the magic is in the follow up. That’s because those who follow up consistently close more sales. I believe, however, that when you focus on “loving up” versus “following up,” you have a magical opportunity to show that you care for your future client and hope to help her.
And as purpose-driven entrepreneurs, helping people is what it’s all about! And that’s why you must love up your future clients. Make sure you automate your tasks, block your calendar and correspond with authenticity. The more you love up, the more comfortable you’ll feel – and yes, the more sales you’ll get.
Jill Celeste, MA is a bestselling author, marketing teacher and founder of the Celestial Marketing Academy. Jill teaches purpose-driven entrepreneurs everything they need to know about marketing so they can become the Directors of Marketing for their businesses.
Jill is the author of the Amazon Top 25 Bestselling Marketing Book, That First Client, as well as the co-author of the bestseller, Cultivating Joy, and international bestseller, Gratitude and Grace.
Jill graduated with a B.A. in English from Wesleyan College in Macon, Georgia. She obtained her master’s degree in history from the State University of Georgia in Carrollton. Prior to becoming a marketing coach, Jill worked for 14 years in the private sector, and has experience in marketing and public relations in healthcare, IT and small business.
Jill lives near Tampa, Florida, with her husband, two sons, three guinea pigs and a basset hound named Emma.
For more information about Jill’s programs, please visit www.jillceleste.com. To get a free copy of Jill’s Amazon Bestselling book, That First Client, please go to www.ThatFirstClient.com.