Have you ever met someone who you thought would be a great client, and let them fall off of your radar? If you are like most of us, the answer is yes. In business, there will always be the “one’s that got away”, the people that you were so confident that they were going to buy from you, but it just wasn’t the right time, the right product or the right fit… or at least that’s how your prospect saw it. However, there is nothing more frustrating than when you meet someone who you know that you and your business can help, they express interest, and you fail to strike while the iron is hot. Even writing about this I can feel my body tighten up thinking about missed opportunities that still haunt me. So how do you ensure that you maximize your opportunities to connect and close on leads?
What is your system after you meet someone at a networking event, social gathering etc.? Do you schedule time in your calendar for email and phone follow-ups, CRM updates, and/or thank you card mailings from events? If the answer is no, then you are letting precious opportunities fall by the wayside.
P.S. I had someone ask me recently, “why do you always talk about systemizing? I’m not a robot”. This is exactly why we use systems, because we are messy humans and if we don’t have a system we are much more likely to forget touchpoints and follow up steps that turn a warm prospect back into a frosty snowman.
Get in touch as soon as possible. Shoot them a text or email when you get home. Connect on social media. Build familiarity as quickly as possible so when you follow up with them, they will be much more likely to connect with you. The sooner the better. Keeping in touch with cold leads is an infinitely more expensive allocation of your time and your money.
Imagine that you are invited to a party by someone who you don’t know very well yet. You are nervous, and excited by the idea. When you arrive, you walk through the front door to a room full of people, the host is no where to be found, and you are not acknowledged. What would you do? Many people would simply turn around and walk out the door. On the contrary, if you walk through the door and the host immediately takes your hand, shows you around, and introduces you to several of the guests, you are likely going to stay and have a fantastic time. Consider that when someone approaches your business. When someone raises their hand, grab it and help them immerse themselves in your organization.
Have a System for Moving Prospects through the Sales Funnel
Converting someone into a buyer requires getting to know a person, understanding their wants, needs and desires, and solving their problem in a way that is mutually beneficial to both parties. Once someone becomes a warm prospect, continue to move them through the sales funnel by connecting and educating them, and build momentum towards making an informed buying decision. What impact would it have on your business if you could convert 20% more of the leads that come into your business? What if you increased by 50%? Flowchart and implement a clear process for converting leads and you will see your conversion rate increase, your time spent chasing cold leads diminish, and your profits soar!