In this week’s marketing strategy, I break down The Lightworker’s Sales Pipeline – an authentic, love-filled sales process that will help Lightworkers and purpose-driven entrepreneurs with selling their services to their ideal clients.
If you want more clients, add speaking to your marketing plan. Speaking is a great way to increase your visibility and showcase your expertise.
When possible, find opportunities where you can be a guest speaker. When you do, you’ll put yourself in front of people who may have never heard of you – and you get a chance to wow them. Your guest speaking opportunities can lead to clients, but it’s important to have a client attraction process in place for your speaking engagements.
What should this process look like? Just follow these steps, and you’ll be in a great position to convert each speaking gig into a client-attracting opportunity:
#1: Determine your requirements before committing to speak
Are you in the place in your business where you need more clients – like right now?
No judgement – I’ve been there.
I invite you to check out the four “get clients now” tactics I outline in this marketing strategy to help you find clients quickly. And as you get more clients, keep filling that pipeline so you don’t have to scramble again.
Most of your sales prospects will not purchase from you after your first meeting or phone call. In general, only two percent of sales occur at the first meeting. Here’s another important fact: Most people won’t commit to purchasing from you until after you followed up at least five times.
That’s why you need to have a sales follow-up list.
Now, I am not talking about a collection of Post-It Notes or handwritten notes stuffed in a manila folder somewhere. I am talking about a real, tangible, bona fide list of people you need to follow up with.
Your follow-up list is critical to your business. In fact, it’s one of the most important documents you’ll create for your business. This is a list of people you can serve and help – and a list of people who will pay you so you can continue to serve others with your gifts.
So, how do you make a sales follow-up list? Here are some steps to get you started:
Designing your follow-up list
Have you ever heard of the expression, “the magic is in the follow up?”
That’s very true for the sales process. Often, people are not ready to commit to your products or services, and you need to follow up with them on a consistent basis to keep your name “top of mind.”
Often, entrepreneurs will use email and phone calls to follow up with sales prospects. While there is nothing wrong with these methods, there are other ways you can stay in touch. Diversifying your approach often leads to better results!
Check out these four cool ways to stay in touch with your sales prospects:
#1: Send an article or tip that would be of interest to them
One time, I had a prospect who worked with perspective authors, and I saw a media inquiry from HARO (Help A Reporter Out) that she could respond to. I emailed her the inquiry with directions on how to respond. She was so appreciative!
If you see a blog post, article or other item of interest, send it to your sales prospect. You can email it her, or simply tag her name on social media. An even better idea would be to “snail mail” it to your prospect. People do not get much personal mail anymore, so you’ll definitely stand out! Continue reading