It’s a common problem for most business owners:
Not knowing what to do when your prospect utters these dreaded words: “I need to think about it.”
Even worse, knowing that you should follow up but have no idea how to do it without coming across too pushy, needy, or desperate.
The indecision and uncertainty leaves you feeling frustrated, powerless, and utterly stuck. And often, it means you end up doing nothing—so that perfect prospect never turns into a happy client.
That’s exactly what happened with Stephanie.
Stephanie is a business strategist who books most new clients through one-on-one consultation calls.
When it came to following up with prospects, she got cold feet…
Until she figured out how to follow up with prospects the right way… resulting in YESes 90% of the time!
What’s her secret?
Keep reading to find out.
Here’s what Stephanie used to do
Stephanie wasn’t always getting an immediate YES after a consultation call. Instead, she was hearing, “I need to think about it” way more often than she wanted.
Sure, she was doing okay and her business was slowly growing, but she also had a nagging feeling that she was leaving money on the table.
She began to realize that she wasn’t giving her clients an easy way to say YES especially after the phone consultation was over.
Stephanie didn’t want the consultation call to be the final interaction with her prospects. She wanted to follow up with them via email… but she was hesitant.
Here’s what she says held her back:
“I was always nervous about sending a follow up email. I never knew what my prospects would say back, and I worried whether or not I included enough/not enough/the right information to move my prospect from a maybe to a yes.”Click to TweetGive clients an easy way to say YES after a phone consultation.
Tip #1: It’s okay to feel anxious or nervous the first few times.
If you’re feeling anxious about sending a follow-up email, know that it’s completely normal! You’ll probably feel nervous the first few times, even if you’re following a template.
Don’t let the nerves stop you; send them anyway!My Personal Recommendation for YouWhy Anxiety Holds Me Back in Business and How I’ve Learned to Make Peace with It
The secret to Stephanie’s successful follow-ups
Once Stephanie realized it was okay to be nervous and send the email anyway, what exactly did she do to start getting those YESes?
She stopped trying to guess what to say and started using my proven email templates, ones that allowed her to genuinely connect with her prospects concerns, cultivate trust, and clearly communicate how she could help them—no pushy tactics required.
The more she used, fine-tuned, and practiced with the follow-up email templates, the better her results got.
In her words:
“I was so excited to have something structured to work from. I knew Jenny had all sorts of great tips up her sleeve, and I was ready to trust that she would give me a solid foundation that works.”
Tip #2: You master follow-ups by doing them.
As with anything you try for the first time, follow-ups might feel awkward at first, and that’s completely normal! After all, you’re learning a new skill!
It helps if you follow a proven template, but even then you might worry about how your prospects will react. After you see that your follow-ups actually work, all that fear will disappear. But you have to take the first step.
Don’t let the awkwardness stop you; send them anyway!
Here’s her close rate now
Stephanie estimates that her close rates for the clients that she follows up with using follow-up templates are about 90%!
It’s no surprise that now she doesn’t hesitate for a second to send follow-up emails.
She even created her own templates, based on my scripts, that she sends as soon as she’s done with a sales call.
Even more impressive? She set up a systematic process for sending follow-ups to reach back out to leads and old clients to keep the conversations going. (I love this!)
Stephanie explains why this is working so well:
“Instead of stopping the sales conversation short, I’m now leading my prospects on a journey. The follow-up emails let my client know that I was listening and that I am eager to work with them. I finish our conversation with the perfect, succinct call-to-action that works like magic.
The continual touch points with my clients have made such a difference to how engaged they are with me. I recommend everyone get serious about follow-ups!”
Tip #3: Systematize to keep the conversation going.
As with anything in your business, when you create a simple system around it, you’re more likely to do it consistently. Whether it’s a spreadsheet or notebook, capture your consult and warm leads and follow-up.
Don’t let anything stop you; send follow-ups consistently if you want to convert more prospects into paying clients!Click to DownloadThe System Flight Kit
Are you following up? And are they converting?
If you’re like Stephanie was (and like I was early on in my business) and you’re reluctant to follow up, hopefully you now see how powerful it is and are ready to start diving in.
Keep in mind that the only way you’ll master follow-ups is by actually doing them! If you put a few simple systems in place (even your own paper checklist!), you’ll be able to keep those conversations going and increase your conversions.
Your next step? Take action.
Of course, if you’re not sure what to say or how to say it, grab the exact templates Stephanie (plus countless other clients) use to get more perfect prospects to say YES.
I can’t wait to hear how your conversion rate goes up, up, up!My Personal Recommendation for YouFollow-ups That Convert