The Desert of Arizona
Sunny 51 Degrees
Before I had the whole Platform idea in my head for attracting clients, following-up with prospective clients and more, I really burned myself by not thinking enough steps ahead in my client acquisition process.
When you don’t have a Platform that does all the “follow-up” for you, you increase your risk of making a fatal mistake when you’re selling.
I’d talk with a prospect, I’d create a proposal, I’d send it over and I’d wait.
…and I’d wait and wait.
And then, when I still didn’t hear anything, I’d be faced with a choice:
1. Do I start to “follow-up” (CHASE)?
2. Do I just move on?
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Wouldn’t it be cool if there’d be some way to peer into the future and know when your prospective clients were going to make a decision?
Of course it would. And as it turns out, it’s not difficult to do. Actually it’s entirely in your control.
I was clueless about this most basic of ideas in selling:
Never, ever, end an interaction with a prospective client without knowing when and how the next interaction is going to take place.
So you don’t drop your proposal off, go home and just wait by the phone. No, you make sure that when you’re dropping that proposal off, you get clear with the prospect WHEN you’re going to speak about it.
I first heard this simple idea from consultant Alan Weiss and I’m thankful it found its way to me!
When you are selling, always outline the next step with your prospect. That way, you’ll KNOW what the future holds and you won’t have to go into “follow-up” mode.
It’s really simple and very powerful.