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What To Do if a Potential Customer or Client Doesn’t Follow Up

What goes through your head when a potential client or customer doesn’t follow up after a sales consultation?

Do you assume the potential customer wasn’t interested, so you move on because you don’t want to come across as pushy or a little desperate?

What if you were wrong? Here are some helpful tips for following up to a sales consultation.

1. Establish the Next Steps (with Actual Dates). Before you close your sales consultation, establish the next steps with the prospective client. Let them know if (and when) you are going to send a proposal and/or contract. Let them know if (and when) you intend to follow up. Discuss the turnaround time so that you can know when you should expect to hear from the prospective client.

2. Determine HOW to follow up. Before you end your sales call or consultation, remember to ask for the best method for following up. If your prospective client tells you that e-mail is best, schedule two to three follow-up emails with a call to action. If you don’t hear anything back, consider picking up the phone.

3. Space out your follow-ups. Don’t overwhelm the prospective client with daily e-mails or phone calls. Space out your e-mails or calls because they may need a little time to make a decision or pull together the funds for your service. I recommend discussing the dates for the next steps (see above), so they can weigh in regarding the amount of time they need to make a decision.

4. Create a sense of urgency. Make sure that you reiterate the benefits of your product or service to your prospective customer. Let them know if you have someone interested in the service. Consider offering a booking incentive with a deadline attached to it. This could be a discount on a fee if booked by a certain date or an additional offering for a discount if the service or product is purchased by a certain date.

5. Know when to stop. According to the sales experts, 80% of sales require five (5) follow-ups. This may feel a little uncomfortable because you don’t want to come across as annoying, off-putting or too “salesy.” Push through. That extra call could be the difference between winning or losing that business deal.

Love and Soul Always, Kawania

Photo: Shutterstock

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Hey there trailblazer!

I’m Kawania (kuh won nee ah) and I own and lead two successful businesses in the creative industry.

When I started Howerton+Wooten Events in 2007, I found myself “googling” a bunch of business questions that aren’t always discussed in business books. You know what I’m talking about, right?!? Those “start up” challenges that keep you up until the wee hours in the morning.

Believe me, I’ve been there — That’s why I launched this blog. To provide you with a resource you can reference with those “middle of the night” questions as you launch, run and scale your own successful (and sustainable) business. There’s lots of information in this blog, so bookmark it and hit me up if you have any questions. We all need a little guidance every now and then, right? Take care friend. Keep shining!

Love and Soul Always, Kawania

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