Following up with prospective clients

Folowing up is a critical part of the selling process, because it follows exactly what happens naturally during the buying process. Before someone buys something, they usually need time to "soak it in"- to get a handle on who you are, what the product or service is, whether it's for them, and whether they have both a need and an ability to buy right now. These questions are always running through a prospective client's head. Before anyone pulls out their credit card, every one of those questions  must be answered first.

Well, it usually takes time for that process to complete its cycle- a prospective client has to get to know you a bit first- to see your message at least several times, to take the time to consider what it is you're offering. Then they have to need  what you're offering right now, and need to be able to buy it. All of these things have to come together like a constellation, for a sale to happen.

What's the answer? The answer is follow-up– to keep reminding a potential client about what you offer, so that when the time is right, you'll be up front in their mind. And this is where most businesses fall down- it takes so much thought to come up with a way to consistently follow-through  that most businesses just can't seem to manage it .

So what's a busy business owner to do? The answer is to have a system- some way to keep up with potential clients in a way that requires little or no upkeep after initial setup. Luckily, we live in an age where we have online and offline tools that can take care of much of this for us. Tools such as autoresponders can help to automate the follow-up process for your business online. Software programs such as ACT have a little-known reminder service that keeps your follow-ups straight as well. And a great virtual assitant can be indispensable in this department.

If you develop good follow-up systems, your business bottom line will benefit. It's a challenge to set up, but once done, it's like a "fix it and forget it"- that system will keep working for you, bringing in clients relatively effortlessly, year after year.

- Sandra Sinclair www.coachmarketingsuccess.com