10 Basic Principles for Turning Your Prospect into Clients: Follow-up the Same Day

December 8th, 2009 by | Print

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This is a little disclaimer that I will be adding to the beginning of every post in this ten part series so new readers that jump in mid way will understand the premise for these posts. If you have been following through the entire series, you can skip the following paragraph to get to the latest lesson.

 

If you are just joining us, I am writing a series on 10 basic principles that will help you increase your conversion rate of turning potential prospects into paying customers. If you missed that post, then I recommend that you click on the title, “10 Basic Principles for Turning Your Prospects into Clients” and give it a read before going on.

 

This is the last post of the series discussing 3 key reasons why it is important for you to follow up the same day after submitting a proposal. Keep in mind that although you’ve done outstanding work thus far warming up the prospect, they’re still not a client – yet. So don’t go soft now.

 

1. Make sure the prospect received your proposal.

Assuming that you’re sending your proposal via email, follow up the same day and make sure it landed in your prospect’s Inbox. Email service providers aren’t always consistent about what gets filtered out for Spam and since you are a new contact to the prospect, they probably haven’t flagged you as a friend.

 

2. Don’t bring up the pricing.

Let the prospect bring up pricing if it is important, all you need to focus on is getting them to convert. Assume that your pricing is clear and understood. Focus your conversation on how excited you are to get down to work and produce results improving your prospect’s business.

 

Don’t avoid answering questions about pricing if the prospect asks, but don’t be the one to bring it up. If you bring up pricing, you run the risk of initiating negotiations for price reductions.

 

3. Ask for the business.

Don’t be afraid to strike while the prospect is hot. Unless you find out upon the prospect’s review of your proposal that you greatly missed the mark, follow through and ask for the business. Following up the same day gives you an excellent opportunity to ask for the business. The longer you wait, you give the prospect the chance to change their mind or find another solopreneur solution provider. Don’t give away the business by being lax.

 

Again, I would like to thank Steve Slaunwhite for the inspiration for this series. In case you missed my mention in the introductory post of this series, Steve was a presenter with a recent copywriting summit I attended. Although Steve’s focus for these steps applied to copywriters, I shared some of his ideas and augmented them with some of my own.

 

I hope that you found the series helpful. Good luck turning those good prospects into paying clients. If you have any questions or would like to discuss any of these principles in further detail, leave a comment here or write me at thesologuide@gmail.com.

 

All The Best,

Doug Dolan
The Solopreneur’s Guide

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