Are you giving up too soon on a sale?

One of the mistakes I see coaches make when it comes to selling is giving up too soon.

They abandon their efforts too early in the sales process and miss out on opportunities as a result.

They have one conversation, decide the client isn’t interested, and then don’t follow up.

Let them decide, not you

Here’s the thing - if your prospective client hasn’t actually said ‘no’ but you’ve given up already, then you are effectively deciding on their behalf whether they want to buy from you or not.

But that is not your decision to make.

You are taking away the opportunity for the client to choose.

Is that the right thing to do?

I’m sure you will say ‘no’ – so why do we do it?

Well, often it comes down to LACK:

• A lack of belief in yourself
• A lack of belief in your offer or that it will deliver the desired transformation
• A lack of belief that the client will want to work with you
• A lack of belief in your price

To counteract those unhelpful thoughts and views you may need to remind yourself:

• Why you sell what you sell
• Your client will see a big change as a result of working with you
• Your offer has a clear purpose
• Your client has a problem they want to resolve and you can help

Here is a simple and effective follow-up process:

1. Reach out within 24 hours of meeting your client and if you don’t get an answer…
2. Leave it for 3 days and then reach out again
3. If you still don’t hear, wait another 3 days and reach back out again
4. And if you don’t hear from the client, leave it for 7 more days before reaching out
5. If you still don’t hear leave it for another 7 days
6. After that, leave it for 2 weeks before reaching out again
7. If you still don’t hear back after this period then move to a monthly reach out
8. After a few months, move the follow-ups to between 3 and 4 months

Remember - just because the client doesn’t get back to you doesn’t mean they don’t ever want to work with you.

You have no idea about what could be going on in their life – what’s important is that when you’re reaching out, you’re being respectful, and you are aiming specifically to BE OF SERVICE.

Looking beyond your initial offer

A worthwhile strategy here as well can be to ask your potential clients if there is anything you can help them with remember it’s not just about your offer.

Your client might have questions they need answering but they weren’t sure how to ask.

Or they might be having difficulty in ‘selling your offer’ to someone else they work with or their director, boss, or partner.

Something unforeseen may also have arisen that means they need to focus their attention on that single issue for a specific period.

Remember - your client might see your email coming in, or your message dropping in LinkedIn, Facebook or Instagram but that doesn’t me they are going to read it and reply. 

The fact is you are probably not their priority.

That’s why having a process you carry out to follow up is essential because you never know when the client will say, the time is right, let’s do this.

How often do you follow up with your prospects? Let me know in the comments below.

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Check out Infinity 500 Club - link in the comments.

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ABOUT ME

Hi, I’m Carole Bernadette Bozkurt and I’m a Sales Coach, Marketing Strategist and Business Mentor. I work with coaches and consultants to help them get the clients they deserve on demand. My clients are hugely talented and passionate about what they do but struggle to deliver the outcomes they need when it comes to selling themselves and their services.

I have worked closely with hundreds of coaches and consultants who go from earning hundreds of pounds per month to thousands of pounds per month and to the position of running 6 and 7-figure-a-year businesses.

In my last corporate role, I headed up marketing across Europe for the world’s largest actuarial consultancy in the financial management division. Before that, I worked for a company that pioneered executive coaching in the UK and we worked with over 50% of the FTSE 100 at Board level.