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We’ve all heard the saying, “The fortune is in the follow-up.”
And, yes, sending out regular communication to your email list is a great way to stay on your subscribers’ radars.
But what about prospects? The people who have expressed interest in working with you but haven’t yet signed on?
It’s crucial that they be “nurtured” too.
Your first step is to brainstorm a list of all the people you can think of who have inquired about working with you in the last 3-6 months or so. Then, decide how you’ll follow up.
In your follow up, you don’t necessarily need to directly ask them if they are ready to work with you, though you certainly can. It’s more about staying on their radar and simply gently letting them know that you’re there.
Here are just a few ideas:
1. Connect with them on Facebook/Twitter/LinkedIn or other social media sites if you haven’t already. Send them a personalized message and interact with them from time to time.
2. Send them an unexpected note via a greeting card.
3. Send them a little something that made you think of them, and let them know that. A book on something they are interested in is just one idea. A link to an article that would be of interest to them is another.
4. Send them a link to a short personalized video with a message that simply checks in with them.
5. Invite them to an activity or event that you’re going to. This is also a great way to forge a connection that goes beyond just business.
6. Pick up the phone and call them!
To keep track of your follow up, you can create a checklist of prospects’ names and note which methods of keeping in touch you have used with each.
Bonus tip: these stay-in-touch methods also apply to current clients as well. It’s a wonderful way to let them know you’re thinking of them, or give a boost of encouragement.
Not only that, but when they are made to feel significant it’s much more likely they’ll stay on as a client and refer you to others too.
Hi Christine!
Well, this (unfortunately) for me is more than little embarrassing! Even though I’ve been reading your emails for a while, until now hadn’t actually visited your site!
You shared some excellent and extremely practical (non expensive) follow up ideas! All your tips are good! But #’s 2,4, 5 & 6 really make a whole lot of sense!
Especially sending a personalized video! That would probably really make their day! Great stuff! Thanks for sharing and will definitely help get the word out!
I feel this step is the gentlest part of the process. Getting your clients to know you’re there without scaring them off.
These tips work well with people you are already in contact with as well. Everyone likes to be thought out as “special” now and then. This includes your friends.