How to Follow up
Written By Dino Gomez
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One of the most common questions I receive is this Dino I had a great sales call with a prospect. Like, they just seem like they would be an amazing client. The call went really good. We got to the end, they had had some objections. We spoke through those, and they need some time to think about it, and I want to respect that. And so we left the call. And now I’m wondering, how do I follow up with a prospect that I think would be a great fit? And I know they like me, but I want to follow up with them in the right way. I don’t want to follow up as needy or pushy. What should I do and or say? That’s what we’re going to be talking about today. Let’s dive in.
This is a story of all about who am I. Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.
How do I follow up with a prospect without seeming needy or pushy? I love this one guy. I love this one. It’s actually a two step process, all right? So number one is the first thing that we need to do is we need to get you into an energetic state of abundance, all right? So right now, you are so focused on this one client, this one prospect, that now you are now naturally becoming needy and pushy because you want this sale so bad, you want to help this client so bad. And it’s great to want to help somebody, and it’s great to want to create new revenue as well. However, what we need to do is shift the focus from this one prospect to a flooding the marketplace with more value. All right? So instead of just focusing on zeroing and I have to have this one client, I have to have this one prospect close that’s going to naturally make you needy or pushy with everything that you do. And so instead, focus on creating more opportunities, because if you only have one prospect per month, you are in trouble, right? You will be focused on that one prospect and following up with them because they’re the only opportunity that you have.
Now, if you create ten new opportunities a week to sign new clients, all of a sudden you’re in a more abundant state and you have more opportunities, right? And the prospect will feel that as well. They will notice that as well. And what this will do is this will make it so that you are naturally not needy or pushy with anything that you do. Now, we do want to follow up because it’s important to let the prospect know that we care about them and that we remember them. And this is one of the easiest ways and most strategic ways to out position yourself if you are smaller to larger competitors. Because if we look at big name gurus, I’m talking the biggest name gurus that have a million followers, plus they cannot do follow up like you can because they have too many followers. They can’t respond to everybody’s comments on their content because they have hundreds, if not thousands of comments per post or video that they release. And so the advantage you have when you were smaller as a newer coach or consultant is that you can respond to comments, you can build deep connections, you can follow up with prospects.
So you absolutely should do that. But first thing you need to do is energetically get into an abundant state, be focused on creating more opportunities for yourself. All right, stay busy with that. So that’s step one. All right, focus on creating more opportunities. Then step two. When it is time to follow up with a prospect, what you want to do is you want to follow up with them by adding more value. All right? This is the opposite of being needy or pushy, because if you were just like, you know what, I’m just going to flood the marketplace with value, which is step one state of abundance, then rather than following up and just saying, hey, how are things going? Have you made a decision? Are you ready to sign on board that is going to come across as needy or pushy? Whereas if you follow up instead and just say, hey, Sharice, I really enjoyed chatting with you, I put together a five minute video for you that I think would be really helpful. Would you like me to send that over? If you follow up with Sharisse, your prospect in that manner, you are following up by adding more value, you are further enacting the law of reciprocity, which is solidifying Sharisse decision.
Sharisse is still making this decision and she’s waiting to see what you are going to do or say what your reaction is going to be. So when you follow up and just say, hey, I’m going to give you even more value, you are locking in that you are the right decision that she will be taking care of well when she decides to go with you. And then from there, you’re given her five minute additional bonus training that you personally send to her. And that’s going to reengage the conversation there because she might have questions about the video. She might also say, hey, in the meantime, I’ve been thinking about, now I’m ready to go. I really like that there’s all these amazing things that happen. So how do you follow up with a prospect without seeing me need to or pushy? I love this one, guys. I haven’t heard anyone ever talk about this one before, but this is one of many cool strategies that we help our clients with, one of many. So I just want to give you guys a good, tangible taster here, right? Is that it’s a two step process. One, focus on creating more opportunities so you’re at an abundant state to follow up by adding more value.
We like to do so in the form of a five minute video training. Go ahead, try that one out, guys. Let me know. Seriously. Reach out to me on Facebook when that one lands you a client, because I’d love to hear and celebrate with you the success in that one. But that one works absolutely amazing. I hope that was helpful for you guys. Make it an amazing, amazing day. We’ll see you guys tomorrow.
Hey, Dino Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos, and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five-star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.
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